Head of Global Service Providers

1 month ago

New York, United States Cato Networks Full time
Job DescriptionJob Description

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. Cato's unique technology inspired a brand-new product category, later named "SASE" by Gartner.

Cato is the brainchild of networking and security pioneers Shlomo Kramer (Check Point, Imperva) and Gur Shatz (Incapsula.) Cato Networks has raised $773 million dollars since 2015, achieving Centaur status with $200M+ in ARR, and a valuation of $3 billion dollars.

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

Head of Global Service Providers

The Sr. Director, Alliances and Channels – GSP (Global Service Provider) will be responsible for leading a team to scale Cato Networks current worldwide business with a specific set of GSP partners including Verizon, T-Mobile, AT&T, Windstream, BT, Orange, KDDI, Telstra, Comcast etc. This person will be responsible for the GSP alliance team and driving a business growth / scale plan with these partners. 

Responsibilities

  • Building and managing a GSP team of sales professionals
  • Building a predictable, scalable operating model to manage the GSP business
  • Creating and executing a global growth business plan for the GSP Partnership business
  • Responsible for Cato Revenue through all GSPs and ensuring that the partners meet their goals for product, services revenue, management revenue and margins
  • Creating and maintaining executive relationships within the partner's Sales, Product and Professional Services organizations. 
  • Teaming with GSP leadership to build revenue generating joint offerings and GTM plans
  • Aligning development and R&D organizations to create innovative GTM solutions
  • Teaming with internal sales and channel leaders to programmatically drive new revenue generating initiatives alongside the partner, leveraging their install base
  • Coaching, Mentoring and developing a strong set of Global Service Provider Managers
  • Ensuring Career development for the Global Alliances Managers
  • Developing and maintaining detailed working knowledge of GSP partner's service offering portfolio and leverage Cato's strengths to fill partner portfolio gaps and improve partner's ability to compete
  • Holding QBRs with internal and partner executive sponsors
  • Providing thought leadership and ideas on growing the partner-led business exponentially
  • Building the GSP partnership brand both internally and externally

Qualifications

  • Minimum bachelor's degree, MBA desired.
  • Currently managing a GSP team for an SSE or SASE software company with extensive executive relationships globally
  • Experience in sell to and sell through GSP initiatives
  • Experience in managing global teams
  • At least 5 years of experience managing individual contributors
  • Prior experience working in growth stage technology companies
  • Highly motivated to exceed sales targets and with a demonstrated track record in doing so with partners.
  • Highly collaborative person with the ability to influence and work with executives
  • Internet Security & Networking Skills Experience desired
  • Operational skills to manage a team and complex business model
  • Excellent Communication & Presentation Skills
  • Prefer to have good knowledge on Network and Security technology
  • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner

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