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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