Cato Networks
Get AI-powered advice on this job and more exclusive features.
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, Exabeem, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $25 billion by 2027.
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!
The Distributor Channel Account Manager (DCAM) owns strategic relationships with Technology Services Distributors (TSDs), Distributors handling VARs/MSPs, and Aggregators. These indirect, scaled transactional channels are essential to Cato’s growth strategy—enabling partners to either bill end customers directly or route transactions through Cato. This role is critical in centralizing strategy, scale, and go-to-market planning across national partners who influence the Sub-Agent and VAR/MSP & Aggregator ecosystems. The DCAM ensures consistency, clarity, and control at the top of the partner funnel, directly impacting Cato’s channel growth.
Responsibilities
Develop & Execute Strategy: Build and deliver annual marketing strategies across TSDs, Distributors, and Aggregators. Events & Enablement: Host national and regional events, QBRs, SKOs, and training webinars in collaboration with RCAMs and Regional Sales Directors (RSDs). Partner Ecosystem Development: Identify top partners and routes to market; coordinate hand-offs for execution with RCAMs. Training & Enablement: Facilitate SE training and train-the-trainer programs to ensure partners are technically enabled. Revenue Growth: Drive upsell and cross-sell campaigns in partnership with Distributors and Aggregators. Executive Alignment: Align regional TSD Channel Managers with Cato’s executive team (AVPs, Area Directors and RCAM, CAE and Marketing teams). Process Improvement: Refine internal processes, including commission reports, deal registration, and RCAM alignment.Marketing Collaboration: Partner with marketing to enhance partner portals for TSDs, Distributors, and Aggregators. Brand & Pipeline Development: Increase brand awareness and facilitate regular pipeline reviews with partners.
Key Benefits Of The Role
Increased Agent Coverage: Focus on scalable TSD/Disti/Aggregator programs while Regional Channel Account Managers (RCAMs) execute high-touch engagement with top regional Agents, VARs/MSPs, and Aggregators. Activation of Dormant Sub-Agents: Collaborate with Commercial Account Executives (CAEs) to activate 1,200+ dormant Sub-Agents. Scalable Growth Engine: Build a repeatable, structured channel program that drives pipeline growth and partner engagement at scale.
Requirements
5+ years of experience in the TSD agent ecosystem, with established national-level relationships Strong knowledge of leading partners such as Intellisys, Advantage, and Climb Business Solutions Proven ability to develop and execute go-to-market strategies, drive business growth, and manage channel sales initiatives Experience with contract negotiations, partner programs, and distributor engagement Exceptional communication and presentation skills, with the ability to clearly articulate value and strategy Strong business acumen and ability to coordinate sales efforts across teams and regions Ability to thrive in a fast-paced, growth-oriented environment and build strong, trust-based relationships across the partner ecosystem Bachelor’s degree or equivalent experience (technical sales or cybersecurity background is a plus, but not required)
As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.
Seniority level
Seniority level Mid-Senior level Employment type
Employment type Contract Job function
Job function Sales and Business Development Industries Computer and Network Security Referrals increase your chances of interviewing at Cato Networks by 2x Get notified about new Channel Account Manager jobs in
Boston, MA . Outside Sales Account Manager - Industrial Component Service and Repair
Boston, MA $70,000.00-$94,000.00 2 weeks ago National Sales Accounts Manager - Data Center Power
Corporate Sales Manager (Accounts Manager) - East USA (Industrial/Material Science), based remotely
Account Manager -Technical Sales - 3D Manufacturing Solutions Northeast US
Middlesex County, MA $66,100.00-$143,100.00 2 weeks ago Boston, MA $60,000.00-$70,000.00 2 months ago Senior Sales Account Manager - Medical Device
Regional Sales Manager - East Coast (Fully Remote)
Boston, MA $120,000.00-$150,000.00 1 day ago Greater Boston $100,000.00-$125,000.00 2 days ago Boston, MA $100,000.00-$130,000.00 2 weeks ago Regional Sales Manager, Northeast (Strategic)
Boston, MA $150,000.00-$165,000.00 2 weeks ago Sales, Regional Manager - AllParts Medical (Remote-Based, Northeast)
Suffolk County, MA $50,000.00-$115,000.00 1 week ago Boston, MA $85,000.00-$90,000.00 5 days ago Manager, District Sales, Strategic Channel Partners
Boston, MA $80,000.00-$90,000.00 4 days ago Boston, MA $115,000.00-$150,000.00 2 weeks ago Regional Sales Manager - Southern California
Burlington, MA $130,000.00-$150,000.00 1 month ago Greater Boston $120,000.00-$150,000.00 3 weeks ago Boston, MA $80,000.00-$100,000.00 4 days ago Senior Manager, Channel Sales, Industrial Solutions
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr
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, Exabeem, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $25 billion by 2027.
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!
The Distributor Channel Account Manager (DCAM) owns strategic relationships with Technology Services Distributors (TSDs), Distributors handling VARs/MSPs, and Aggregators. These indirect, scaled transactional channels are essential to Cato’s growth strategy—enabling partners to either bill end customers directly or route transactions through Cato. This role is critical in centralizing strategy, scale, and go-to-market planning across national partners who influence the Sub-Agent and VAR/MSP & Aggregator ecosystems. The DCAM ensures consistency, clarity, and control at the top of the partner funnel, directly impacting Cato’s channel growth.
Responsibilities
Develop & Execute Strategy: Build and deliver annual marketing strategies across TSDs, Distributors, and Aggregators. Events & Enablement: Host national and regional events, QBRs, SKOs, and training webinars in collaboration with RCAMs and Regional Sales Directors (RSDs). Partner Ecosystem Development: Identify top partners and routes to market; coordinate hand-offs for execution with RCAMs. Training & Enablement: Facilitate SE training and train-the-trainer programs to ensure partners are technically enabled. Revenue Growth: Drive upsell and cross-sell campaigns in partnership with Distributors and Aggregators. Executive Alignment: Align regional TSD Channel Managers with Cato’s executive team (AVPs, Area Directors and RCAM, CAE and Marketing teams). Process Improvement: Refine internal processes, including commission reports, deal registration, and RCAM alignment.Marketing Collaboration: Partner with marketing to enhance partner portals for TSDs, Distributors, and Aggregators. Brand & Pipeline Development: Increase brand awareness and facilitate regular pipeline reviews with partners.
Key Benefits Of The Role
Increased Agent Coverage: Focus on scalable TSD/Disti/Aggregator programs while Regional Channel Account Managers (RCAMs) execute high-touch engagement with top regional Agents, VARs/MSPs, and Aggregators. Activation of Dormant Sub-Agents: Collaborate with Commercial Account Executives (CAEs) to activate 1,200+ dormant Sub-Agents. Scalable Growth Engine: Build a repeatable, structured channel program that drives pipeline growth and partner engagement at scale.
Requirements
5+ years of experience in the TSD agent ecosystem, with established national-level relationships Strong knowledge of leading partners such as Intellisys, Advantage, and Climb Business Solutions Proven ability to develop and execute go-to-market strategies, drive business growth, and manage channel sales initiatives Experience with contract negotiations, partner programs, and distributor engagement Exceptional communication and presentation skills, with the ability to clearly articulate value and strategy Strong business acumen and ability to coordinate sales efforts across teams and regions Ability to thrive in a fast-paced, growth-oriented environment and build strong, trust-based relationships across the partner ecosystem Bachelor’s degree or equivalent experience (technical sales or cybersecurity background is a plus, but not required)
As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.
Seniority level
Seniority level Mid-Senior level Employment type
Employment type Contract Job function
Job function Sales and Business Development Industries Computer and Network Security Referrals increase your chances of interviewing at Cato Networks by 2x Get notified about new Channel Account Manager jobs in
Boston, MA . Outside Sales Account Manager - Industrial Component Service and Repair
Boston, MA $70,000.00-$94,000.00 2 weeks ago National Sales Accounts Manager - Data Center Power
Corporate Sales Manager (Accounts Manager) - East USA (Industrial/Material Science), based remotely
Account Manager -Technical Sales - 3D Manufacturing Solutions Northeast US
Middlesex County, MA $66,100.00-$143,100.00 2 weeks ago Boston, MA $60,000.00-$70,000.00 2 months ago Senior Sales Account Manager - Medical Device
Regional Sales Manager - East Coast (Fully Remote)
Boston, MA $120,000.00-$150,000.00 1 day ago Greater Boston $100,000.00-$125,000.00 2 days ago Boston, MA $100,000.00-$130,000.00 2 weeks ago Regional Sales Manager, Northeast (Strategic)
Boston, MA $150,000.00-$165,000.00 2 weeks ago Sales, Regional Manager - AllParts Medical (Remote-Based, Northeast)
Suffolk County, MA $50,000.00-$115,000.00 1 week ago Boston, MA $85,000.00-$90,000.00 5 days ago Manager, District Sales, Strategic Channel Partners
Boston, MA $80,000.00-$90,000.00 4 days ago Boston, MA $115,000.00-$150,000.00 2 weeks ago Regional Sales Manager - Southern California
Burlington, MA $130,000.00-$150,000.00 1 month ago Greater Boston $120,000.00-$150,000.00 3 weeks ago Boston, MA $80,000.00-$100,000.00 4 days ago Senior Manager, Channel Sales, Industrial Solutions
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr