About the role
Cato Networks is the converged network and security cloud for the AI era.
As AI reshapes cybersecurity, enterprises face a dual challenge: unlocking AI’s potential while defending against AI-driven attacks. Cato addresses both through a unified, cloud-native platform, providing the visibility and context to prioritize risks and stop threats in real time across users, applications, data, and AI agents.
Join us as we scale: take on ambitious technological challenges and shape the next generation of enterprise security at a company trusted by thousands of organizations worldwide.
Role Overview
The
Global Alliance Director
at
Cato Networks
supports a focused portfolio of strategic
Global Systems Integrators (GSIs)
. This role contributes to alliance strategy, partner engagement, and revenue growth by working closely with senior alliance leadership and regional sales teams.
The Global Alliance Manager plays a key role in executing joint go-to-market initiatives, driving co-sell activities, and building strong working relationships across partner organizations. Success in this role requires the ability to navigate complex partner environments, coordinate cross-functional teams, and translate alliance plans into measurable pipeline and bookings.
Target Alliance Accounts (Examples)
Global Systems Integrators (GSIs):
Accenture
Deloitte
Capgemini
(Portfolio will be aligned to Cato’s strategic priorities and managed in collaboration with alliance leadership.)
Key Responsibilities
Alliance Management & Execution
Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership.
Contribute to the development and execution of
annual alliance plans
, including key initiatives, solution focus areas, and regional priorities.
Help position Cato as a strategic
SASE platform partner
within assigned alliances.
Revenue & Co-Sell Execution
Drive
partner-sourced and partner-influenced pipeline
in collaboration with regional sales teams.
Work with account teams to embed alliance partners into key opportunities and customer engagements.
Support the execution of
repeatable co-sell motions
across target segments.
Track and report on alliance performance against defined KPIs.
Joint Solutions & Go-to-Market
Assist in identifying and developing
joint SASE and secure networking offerings
with partners.
Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases.
Support joint marketing campaigns, demand generation programs, and partner-led events.
Partner Engagement & Governance
Build and maintain strong working relationships with
partner stakeholders (Director to VP level)
.
Support
QBRs, pipeline reviews, and planning sessions
with partners.
Coordinate with internal and partner stakeholders to ensure alignment and execution.
Enablement & Partner Readiness
Help drive partner enablement on Cato’s
SASE architecture, differentiation, and positioning
.
Support certification and readiness initiatives across partner sales and technical teams.
Identify and help remove execution blockers to accelerate pipeline growth.
Operational Excellence
Maintain accurate
pipeline tracking and CRM hygiene
.
Support reporting, dashboards, and performance tracking for assigned alliances.
Assist in managing partner investments and tracking ROI where applicable.
Qualifications
Required
7–10 years of experience in
alliances, partner management, or enterprise technology sales
.
Experience working with or supporting
GSI and/or service provider partnerships
.
Solid understanding of
SASE, SD-WAN, networking, or security solutions
.
Ability to operate effectively in a
matrixed, cross-functional environment
.
Strong communication skills with experience engaging
Director- to VP-level stakeholders
.
Preferred
Experience working with partners such as
Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications
.
Exposure to
cloud-delivered networking or security platforms
.
Experience in high-growth or scaling technology environments.
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