Channel Account Manager

Title: Channel Account Manager Location: London, England, United Kingdom

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.

Responsibilities: 

• Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
• Identify, qualify, recruit, and train new Value-Added Resellers (VAR’s) and 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

Requirements:

• 5+ years of related experience in the Channel with Channel Partners including VAR and MSP
• Proven success of building strong relationships and partnerships with VARs and MSPs
• Advanced understanding of the channel ecosystem, especially Managed Service Providers, as well as a firm understanding of SD-WAN, Security, and SASE solutions.
• Executive level oral/ written communication and presentation skills
• Up to 50% travel within region
• Self-motivated, superb organisational skills, and exceptional collaboration skills

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