---
title: 'Director, Channel Sales at Cato Networks'
canonical: 'https://feeny.ai/job/director-channel-sales-cato-networks-los-angeles-nne5132y6e07'
type: 'job'
last_seen: '2026-11-08'
---

# Director, Channel Sales at Cato Networks

- **Company:** Cato Networks
- **Location:** Los Angeles, CA
- **Posted:** 2026-11-04
- **Last confirmed live:** 2026-11-08
- **Apply:** https://www.catonetworks.com/careers/careers-post/5027563101?gh_jid=5027563101

## Job description

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.

Position Overview: As the Area Director, Channels, you will be responsible for setting the strategic direction and driving the execution of Cato Networks’ channel programs with our VAR (Value-Added Resellers), Distribution, and MSP (Managed Service Provider) partners within an assigned region. You will work closely with the Vice President of Americas Channels to define growth strategies and achieve measurable success within the channel ecosystem, focusing on high-potential partners. This is an exciting leadership role that requires hands-on management, the ability to think strategically, yet is focused on execution and delivery of their big ideas!

Key Responsibilities:

- Strategic Channel Leadership: Collaborate with the Vce President of Americas Channels to develop and execute a region-wide channel strategy that drives growth, including identifying key focus partners and aligning resources to maximize opportunities.
- Partner Relationship Management: Build and maintain strong, productive relationships with key VARs, Distributors, and MSPs across local, regional, and national levels in the assigned territory to drive sales growth and market penetration.
- Business & Territory Planning: Create detailed business plans and territory plans, identifying opportunities for expansion, outlining key metrics, and establishing clear KPIs for success. Ensure that plans are continually tracked, measured, and adjusted based on performance and market conditions.
- Team Leadership & Development: Lead, coach, and mentor a team of Channel Account Managers, providing guidance and support to help them achieve their goals. Foster a high-performance team culture, while investing in the professional growth of each team member.
- Execution & Results: Own the execution of channel programs in the Americas region, driving results through partner engagement, co-selling activities, and ensuring the timely delivery of joint go-to-market initiatives.
- Sales Enablement: Work closely with the channel team to ensure partners are equipped with the necessary tools, resources, and training to effectively sell and position Cato Networks solutions. Work internally with our field sales leadership to ensure Catonians are also well trained in how to best partner in the field. Provide ongoing coaching to channel partners and Cato sellers on best practices, product offerings, and sales strategies.
- Market Intelligence & Reporting: Gather insights from partners, customers, and internal teams to refine the channel strategy and ensure alignment with Cato’s broader sales and product goals. Regularly report on performance against targets, highlighting areas of opportunity and potential challenges.
- Cross-Functional Collaboration: Collaborate closely with other departments, including Legal, Sales, Marketing, Product, and Operations, to ensure the alignment of channel strategies with Cato Networks’ broader objectives.

Requirements:

- Experience: Minimum of 7-10 years in channel management, business development, or sales leadership within the technology or networking/security industries, with a proven track record of managing and growing relationships with VARs, Distributors, and MSPs.
- Proven Leadership: Experience managing and developing a high-performing team of channel professionals, with a demonstrated ability to inspire, coach, and lead by example.
- Strategic Thinking & Execution: Strong experience in developing and executing business and territory plans, with an ability to measure performance, make data-driven decisions, and adjust strategies as necessary.
- Partner Ecosystem Expertise: Solid understanding of the U.S. channel ecosystem, including key partners across local, regional, and national levels. Familiarity with the dynamics of the VAR, Distribution, and MSP models.
- Results-Oriented: Ability to drive revenue growth through the channel, with a strong understanding of how to leverage partner networks to meet and exceed sales targets.
- Excellent Communication Skills: Strong written and verbal communication skills, with the ability to present to senior leadership, articulate strategic plans, and engage effectively with partners.
- Travel Requirements: Willingness and ability to travel as needed to cover a large section of the country in order to meet with partners and attend events.
- Start-Up Mentality: Comfortable working in a fast-paced environment with a flexible, hands-on approach that includes managing multiple priorities, wearing multiple hats, and being adaptable to change while benefiting from the stability of a mature, well-established company.

Preferred Qualifications:

- Knowledge of SD-WAN, SASE (Secure Access Service Edge), and cybersecurity solutions.

A reasonable estimate of compensation for this role, at the time of posting, is $325,000 - $375,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications. If your requirements fall outside of this range, you are still welcome to apply.

Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time-off, paid parental leave and disability benefits.

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.

## About Cato Networks

## Company Overview
- **One-liner**: Cato Networks provides the world’s leading single-vendor SASE (Secure Access Service Edge) platform, converging networking and security into a global, AI-powered cloud service.
- **Entity Type**: Private (Series G funded, valuation >$4.8B)
- **Headquarters**: Tel Aviv, Israel
- **Founded**: 2015
- **Founders**: Shlomo Kramer (Co-Founder & CEO) and Eyal Heiman (Co-Founder & CTO)

## Core Business
- **Primary industry**: Computer and Network Security (SASE, SD-WAN, Zero Trust, Cloud Security)
- **Target customers**: Enterprise organizations (B2B) of all sizes, from mid-market to large global enterprises
- **Mission or purpose statement**: To redefine enterprise security for the digital and AI era by simplifying infrastructure, unifying policy, and embedding security and AI into the digital business.

## Products & Services
- **Cato SASE Cloud Platform**: A cloud-native service that converges SD-WAN, network security (firewall, threat prevention), Zero Trust Network Access (ZTNA), Cloud Access Security Broker (CASB), Data Loss Prevention (DLP), and Digital Experience Monitoring (DEM) into a single, global, AI-powered cloud service.
- **Cato SSE (Security Service Edge)**: A standalone security offering that provides zero-trust protection, AI-driven incident detection, and data security independent of networking infrastructure.
- **Cato Next Gen Networking**: A software-defined, cloud-optimized networking solution for resilient, high-performance connectivity between users, sites, and clouds.
- **Cato AI Security**: A suite of capabilities securing AI interactions, including safe use of third-party AI, runtime protection of homegrown AI apps, and protection against agentic AI threats.
- **Unified Management (CMA) & Platform API**: A single-pane-of-glass management application and API for policy enforcement, monitoring, and automation.

## Market Standing
- **Valuation**: Over $4.8 billion (as of 2025)
- **Key Metric**: Over $350 million in Annual Recurring Revenue (ARR) in 2025, growing at 43% year-over-year.
- **Total Funding**: Over $1 billion raised since 2015 (Series G of $409M led by Vitruvian Partners and ION Crossover Partners in July 2025).
- **Notable Investors/Partners**: Greylock, Lightspeed Venture Partners, Aspect Ventures, U.S. Venture Partners, Swisscom Ventures, Vitruvian Partners, ION Crossover Partners.
- **Growth Signals**: Named a Leader in the 2025 Gartner® Magic Quadrant™ for SASE Platforms for the second consecutive year. Over 4,000 enterprise customers across thousands of global locations. Headcount grew 34.5% YoY to over 1,500 employees.

## Competitive Advantages
- **First-Mover & Category Creator**: Cato pioneered the SASE category, which Gartner later named, giving it deep expertise and a proven track record.
- **Unified Platform**: True single-vendor SASE with a single-pass engine, single data lake, and single policy enforcement, eliminating the complexity of managing multiple point solutions.
- **Global Cloud-Native Architecture**: A self-optimizing global cloud service that rapidly deploys new capabilities and maintains security posture without customer effort.
- **AI-Native Security**: Built-in AI for threat prevention, optimization, and governance of AI usage, positioning it for the next wave of enterprise security.
- **Strong Financials & Backing**: Over $1B in funding and a $4.8B+ valuation signal strong market confidence and long-term stability.

## Strategic Focus
- **SASE Convergence**: Driving the adoption of unified networking and security from the cloud, replacing legacy MPLS and disjointed security stacks.
- **AI Security**: Capitalizing on the growing need to secure and govern AI usage within enterprises, including agentic AI.
- **Global Expansion**: Expanding its employee base (25+ countries) and customer footprint, with strong presence in North America, Europe, and APJ.
- **Platform Depth**: Continuously adding new capabilities (e.g., XDR, DEM, AI Security) to deepen the platform’s value and increase customer stickiness.

## Why Work Here
- **High-Growth Environment**: The company is in a hypergrowth phase (43% ARR growth, 34.5% headcount growth), offering significant career advancement opportunities and the chance to work on cutting-edge technology.
- **Industry Leadership**: Employees work on a category-defining platform recognized by Gartner, with the chance to shape the future of enterprise security.
- **Experienced Leadership**: Founded by Shlomo Kramer (co-founder of Check Point and Imperva), providing a proven playbook for building a successful security company.
- **Global & Diverse Team**: Over 1,500 employees across 25 countries, with a strong emphasis on internal promotion and professional growth.
- **Culture & Perks**: Employees rate the company 4.3/5.0 on Glassdoor (251 reviews), with high marks for career development (4.2), culture (4.1), and compensation (4.1). The company emphasizes a “biggest and most rewarding challenge” ethos, with pride in employee growth.
- **Remote/Hybrid Policy**: Not explicitly stated, but the global nature of the team (25 countries) suggests a flexible, remote-friendly culture, with significant hubs in Tel Aviv, the US, UK, and Philippines.

## Sources
1. [Cato Networks Official Site](https://www.catonetworks.com/)
2. [Cato Networks Careers Page](https://www.catonetworks.com/careers/)
3. [Cato Networks Company Page](https://www.catonetworks.com/company/)
4. [LinkedIn Company Profile](https://il.linkedin.com/company/cato-networks)
5. [Tracxn Company Profile](https://tracxn.com/d/companies/catonetworks/__ewuh_6rJuGM335IVQhRs851Q5ox4fDz1E6orZgkXKsg)

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