Channel Account Manager

Cato Networks

Japan

On-site

Who this role is best for

Channel Account Managers with strategic sales experience and industry knowledge in SD-WAN, Security, and SASE will find this role in Japan offers growth opportunities through partner ecosystems.

Best fit for

Candidates with experience in building and managing partner ecosystems in the networking and security domain
— “responsible for sales and revenue growth through highly qualified and successful partnerships in a designated geography”
Individuals who have a track record of up-selling and cross-selling solutions to existing partners
— “drive incremental revenue through up-selling, cross-selling and account penetration”
Professionals with a background in developing go-to-market strategies and executing them effectively
— “Create, maintain, and execute Partner-focused go-to-market plans”

Things to consider

The role likely requires a high level of travel and engagement with partners across Japan
— “Proactively engage with current Reseller and MSP Partners”
There is a strong expectation of meeting or exceeding revenue quotas, which may be performance-driven
— “consistently meet/exceed quota attainment as assigned by channel leadership”

How to stand out

Emphasize your ability to train partners and drive their product expertise
— “Assist Partners in broadening their product expertise and sales opportunities”
Showcase experience in designing and managing lead generation campaigns for partners
— “Develop creative lead generation and sales incentive programs to increase sales”
Highlight your experience with project management in service creation initiatives
— “Design and project manage partner service creation initiatives”
Demonstrate your ability to create and maintain sales tools and marketing materials
— “Develop collateral, sales tools, lead-sharing campaigns and marketing programs”

Pace · Fast PacedCollaboration · HighAutonomy · MediumDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

Generating enthusiasm for Cato Networks’ SASE Solutions
Identifying and recruiting new Managed Service Providers
Developing territory plan and executing Partner-focused go-to-market plans

Typical background

Experience in Channel SalesUnderstanding of SD-WAN, Security, and SASE industry

Skills & requirements

Required

Channel SalesSd-wanSecuritySASESales Incentive Programs

Preferred

Technical Expertise In Networking And Security

Stack & domain

Sd-wanSecuritySASESalesMarketingTechnical TrainingCollateral DevelopmentSales ToolsLead GenerationSales Incentive ProgramsCommunicationDeal Flow ManagementTeamworkProblem-solvingLeadershipNetworking

About the role

Original posting from Cato Networks

Welcome to the future of cloud networking and security!
Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028.
This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it!
The Channel Account Manager (CAM) is part of the Global Channel Sales team and is responsible for sales and revenue growth through highly qualified and successful partnerships in a designated geography. The CAM is expected to use consultative and strategic selling skills along with a strong understanding of the SD-WAN, Security, and SASE industry to consistently meet/exceed quota attainment as assigned by channel leadership. They are expected to develop highly productive Solution Provider, Value-Added Reseller (VAR), and Managed Service Provider (MSP) relationships so that partners become self-sufficient in marketing, selling, deploying and managing the Cato Solution.
As a Cato Networks Channel Account Manager, You Will
Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
Identify, qualify, recruit, and train new Managed Service Providers (MSPs) on the Cato Networks Solution.
Proactively engage with current Reseller and MSP Partners to further increase market share and drive incremental revenue through up-selling, cross-selling and account penetration as well as promoting and launching new products.
Create, maintain, and execute Partner-focused go-to-market plans
Develop territory plan, including documenting recruiting strategy
Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
Assist Partners in broadening their product expertise and sales opportunities, Drive exceptional Y/Y partner revenue growth
Develop creative lead generation and sales incentive programs to increase sales
Deliver sales and technical trainings for partners
Facilitate communications and deal flow between partner and Cato sales reps
Develop collateral, sales tools, lead-sharing campaigns and marketing programs.
Design and project manage partner service creation initiatives

Source: Cato Networks careers