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!
Role Overview
The Global Partner Alliance Manager at Cato Networks manages a focused portfolio of strategic Global Service Providers (GSPs) and partners, driving day-to-day alliance execution, regional alignment, and revenue growth.
This role is responsible for translating alliance strategy into tangible pipeline, co-sell activity, and partner-driven growth, working closely with internal sales teams and partner stakeholders.
The Manager will support and execute joint plans that drive SASE adoption, secure networking transformation, AI Security, and co-sell engagement across key partners. Success in this role requires strong partner engagement skills, the ability to influence cross-functional teams, and a focus on operational execution and measurable outcomes.
Target Alliance Accounts (Examples)
Global Service Providers (GSPs):
- Comcast
- Orange Business
- NTT
- IBM
(Final portfolio will be aligned to Cato’s strategic priorities)
Key Responsibilities
Alliance Management & Execution
- Manage the day-to-day relationship with assigned GSPs and strategic partners.
- Support the development and execution of joint business and alliance plans, aligned to regional and global priorities.
- Position Cato as a strategic SASE platform partner within each alliance.
- Act as a key point of coordination between partner teams and Cato’s internal stakeholders.
Revenue & Co-Sell Execution
- Drive partner-sourced and partner-influenced pipeline across assigned partners.
- Collaborate with Cato’s regional sales teams to activate partners within key opportunities and accounts.
- Support and scale repeatable co-sell motions across enterprise and mid-market segments.
- Track and report on pipeline, bookings, and partner performance metrics.
Joint Go-to-Market & Solutions
- Support the development and promotion of joint SASE and secure networking solutions, including managed SASE offerings.
- Work with Marketing and Technical Alliances teams to align joint messaging, campaigns, and use cases.
- Execute joint demand generation and partner-led marketing initiatives.
Partner Engagement & Alignment
- Build and maintain strong working relationships with partner stakeholders (director to VP level).
- Support quarterly business reviews (QBRs) and ongoing partner planning sessions.
- Ensure alignment between global strategy and regional execution.
Enablement & Partner Readiness
- Drive partner enablement on Cato’s SASE platform, differentiation, and competitive positioning.
- Support partner training, certification, and onboarding efforts.
- Ensure partner sales and technical teams are aligned to Cato’s GTM priorities.
- Escalate and help resolve partner-related challenges to maintain momentum.
Operational Excellence
- Maintain accurate pipeline tracking, CRM hygiene, and reporting.
- Support alliance performance tracking against defined KPIs.
- Assist in managing MDF programs and partner investments, ensuring ROI alignment.
Qualifications
Required
- 5–8+ years of experience in partner management, alliances, or enterprise technology sales.
- Experience working with or alongside GSPs, GSIs, or channel partners.
- Understanding of SASE, SD-WAN, networking, or security solutions.
- Proven ability to work in a cross-functional, matrixed environment.
- Strong communication and relationship management skills.
Preferred
- Experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or IBM.
- Background in cloud-delivered networking or security platforms.
- Experience supporting partner-led or co-sell GTM models.
Key Competencies
- Partner relationship management
- Execution and operational rigor
- Collaboration and cross-functional alignment
- Commercial awareness and pipeline management
- Structured planning and organization
- Understanding of partner GTM models
Success in the First 12–18 Months
- Established strong working relationships with key partner stakeholders
- Contributed to and executed joint business plans with assigned partners
- Delivered measurable growth in partner-sourced and influenced pipeline
- Enabled and activated partners in co-sell opportunities
- Strengthened Cato’s positioning as a strategic SASE partner within assigned alliances
