Global Partner Alliance Manager, GSI

<div class="content-intro"><p><strong>Welcome to the future of cloud networking and security!&nbsp;&nbsp;</strong></p> <p><span data-olk-copy-source="MessageBody">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.<br><br>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!</span></p> <p>&nbsp;</p></div><h2 data-section-id="rc0wgi" data-start="528" data-end="548"><span><strong data-start="531" data-end="548">Role Overview</strong></span></h2> <p data-start="550" data-end="843">The <strong data-start="554" data-end="581">Global Alliance Manager</strong> at <strong data-start="585" data-end="602">Cato Networks</strong> supports a focused portfolio of strategic <strong data-start="645" data-end="682">Global Systems Integrators (GSIs)</strong>. This role contributes to alliance strategy, partner engagement, and revenue growth by working closely with senior alliance leadership and regional sales teams.</p> <p data-start="845" data-end="1205">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.</p> <hr data-start="1207" data-end="1210"> <h2 data-section-id="19a7fst" data-start="1212" data-end="1254"><span><strong data-start="1215" data-end="1254">Target Alliance Accounts (Examples)</strong></span></h2> <p data-start="1256" data-end="1294"><strong data-start="1256" data-end="1294">Global Systems Integrators (GSIs):</strong></p> <ul data-start="1296" data-end="1336"> <li data-section-id="153ayic" data-start="1296" data-end="1309">Accenture</li> <li data-section-id="1a97f52" data-start="1310" data-end="1322">Deloitte</li> <li data-section-id="1qv4esb" data-start="1323" data-end="1336">Capgemini</li> </ul> <p data-start="1338" data-end="1453"><em data-start="1338" data-end="1453">(Portfolio will be aligned to Cato’s strategic priorities and managed in collaboration with alliance leadership.)</em></p> <hr data-start="1455" data-end="1458"> <h2 data-section-id="1pzghrs" data-start="1460" data-end="1487"><span><strong data-start="1463" data-end="1487">Key Responsibilities</strong></span></h2> <h3 data-section-id="1yweu1s" data-start="1489" data-end="1528"><span><strong data-start="1493" data-end="1528">Alliance Management &amp; Execution</strong></span></h3> <ul data-start="1530" data-end="1886"> <li data-section-id="18p3e06" data-start="1530" data-end="1645">Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership.</li> <li data-section-id="1r2h0ea" data-start="1646" data-end="1797">Contribute to the development and execution of <strong data-start="1695" data-end="1720">annual alliance plans</strong>, including key initiatives, solution focus areas, and regional priorities.</li> <li data-section-id="64bv9q" data-start="1798" data-end="1886">Help position Cato as a strategic <strong data-start="1834" data-end="1859">SASE platform partner</strong> within assigned alliances.</li> </ul> <hr data-start="1888" data-end="1891"> <h3 data-section-id="8zbz8f" data-start="1893" data-end="1928"><span><strong data-start="1897" data-end="1928">Revenue &amp; Co-Sell Execution</strong></span></h3> <ul data-start="1930" data-end="2288"> <li data-section-id="1p24i2a" data-start="1930" data-end="2035">Drive <strong data-start="1938" data-end="1989">partner-sourced and partner-influenced pipeline</strong> in collaboration with regional sales teams.</li> <li data-section-id="1ysovar" data-start="2036" data-end="2139">Work with account teams to embed alliance partners into key opportunities and customer engagements.</li> <li data-section-id="vn59v6" data-start="2140" data-end="2223">Support the execution of <strong data-start="2167" data-end="2197">repeatable co-sell motions</strong> across target segments.</li> <li data-section-id="1qdnpkj" data-start="2224" data-end="2288">Track and report on alliance performance against defined KPIs.</li> </ul> <hr data-start="2290" data-end="2293"> <h3 data-section-id="11mrzor" data-start="2295" data-end="2333"><span><strong data-start="2299" data-end="2333">Joint Solutions &amp; Go-to-Market</strong></span></h3> <ul data-start="2335" data-end="2631"> <li data-section-id="cyguis" data-start="2335" data-end="2437">Assist in identifying and developing <strong data-start="2374" data-end="2420">joint SASE and secure networking offerings</strong> with partners.</li> <li data-section-id="1n3fxcq" data-start="2438" data-end="2542">Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases.</li> <li data-section-id="k7a5hm" data-start="2543" data-end="2631">Support joint marketing campaigns, demand generation programs, and partner-led events.</li> </ul> <hr data-start="2633" data-end="2636"> <h3 data-section-id="1uqbfz1" data-start="2638" data-end="2677"><span><strong data-start="2642" data-end="2677">Partner Engagement &amp; Governance</strong></span></h3> <ul data-start="2679" data-end="2948"> <li data-section-id="uedl1u" data-start="2679" data-end="2784">Build and maintain strong working relationships with <strong data-start="2734" data-end="2781">partner stakeholders (Director to VP level)</strong>.</li> <li data-section-id="1n93fxw" data-start="2785" data-end="2861">Support <strong data-start="2795" data-end="2844">QBRs, pipeline reviews, and planning sessions</strong> with partners.</li> <li data-section-id="7psdkw" data-start="2862" data-end="2948">Coordinate with internal and partner stakeholders to ensure alignment and execution.</li> </ul> <hr data-start="2950" data-end="2953"> <h3 data-section-id="1iuh4el" data-start="2955" data-end="2993"><span><strong data-start="2959" data-end="2993">Enablement &amp; Partner Readiness</strong></span></h3> <ul data-start="2995" data-end="3266"> <li data-section-id="1vuadly" data-start="2995" data-end="3095">Help drive partner enablement on Cato’s <strong data-start="3037" data-end="3092">SASE architecture, differentiation, and positioning</strong>.</li> <li data-section-id="896f4a" data-start="3096" data-end="3189">Support certification and readiness initiatives across partner sales and technical teams.</li> <li data-section-id="1snl8h2" data-start="3190" data-end="3266">Identify and help remove execution blockers to accelerate pipeline growth.</li> </ul> <hr data-start="3268" data-end="3271"> <h3 data-section-id="1mpu2rs" data-start="3273" data-end="3303"><span><strong data-start="3277" data-end="3303">Operational Excellence</strong></span></h3> <ul data-start="3305" data-end="3525"> <li data-section-id="1jjppuq" data-start="3305" data-end="3365">Maintain accurate <strong data-start="3325" data-end="3362">pipeline tracking and CRM hygiene</strong>.</li> <li data-section-id="1obbyat" data-start="3366" data-end="3449">Support reporting, dashboards, and performance tracking for assigned alliances.</li> <li data-section-id="e3p3ae" data-start="3450" data-end="3525">Assist in managing partner investments and tracking ROI where applicable.</li> </ul> <hr data-start="3527" data-end="3530"> <h2 data-section-id="lrovnr" data-start="3532" data-end="3553"><span><strong data-start="3535" data-end="3553">Qualifications</strong></span></h2> <h3 data-section-id="vqxc9b" data-start="3555" data-end="3571"><span><strong data-start="3559" data-end="3571">Required</strong></span></h3> <ul data-start="3573" data-end="4018"> <li data-section-id="zi8j9i" data-start="3573" data-end="3671">7–10 years of experience in <strong data-start="3603" data-end="3668">alliances, partner management, or enterprise technology sales</strong>.</li> <li data-section-id="4jsbpq" data-start="3672" data-end="3759">Experience working with or supporting <strong data-start="3712" data-end="3756">GSI and/or service provider partnerships</strong>.</li> <li data-section-id="1vbsbcz" data-start="3760" data-end="3839">Solid understanding of <strong data-start="3785" data-end="3836">SASE, SD-WAN, networking, or security solutions</strong>.</li> <li data-section-id="j77op2" data-start="3840" data-end="3923">Ability to operate effectively in a <strong data-start="3878" data-end="3920">matrixed, cross-functional environment</strong>.</li> <li data-section-id="1vv4ord" data-start="3924" data-end="4018">Strong communication skills with experience engaging <strong data-start="3979" data-end="4017">Director- to VP-level stakeholders</strong>.</li> </ul> <hr data-start="4020" data-end="4023"> <h3 data-section-id="9cv1wj" data-start="4025" data-end="4042"><span><strong data-start="4029" data-end="4042">Preferred</strong></span></h3> <ul data-start="4044" data-end="4308"> <li data-section-id="1fjwety" data-start="4044" data-end="4174">Experience working with partners such as <strong data-start="4087" data-end="4171">Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications</strong>.</li> <li data-section-id="1r12jvz" data-start="4175" data-end="4244">Exposure to <strong data-start="4189" data-end="4241">cloud-delivered networking or security platforms</strong>.</li> <li data-section-id="k9yhjh" data-start="4245" data-end="4308">Experience in high-growth or scaling technology environments.</li> </ul>