Director of Alliances

We are looking for a Director of Alliances to join our amazing team, reporting to Cato’s VP of Product Marketing and Strategic Alliances. This is an exciting opportunity to work with the company who invented and pioneered the revolution of SASE.  

You will play a critical role in building our cloud marketplace activities from the ground up, accelerating growth and win rates across Cato’s global sales organization.  

You will also help formalize our fast-growing technological alliances and partnerships with peer security vendors. 

Responsibilities 

• Become highly knowledgeable in Cato’s solution offerings and value propositions.  
• AWS Marketplace 
  • Create and maintain AWS Marketplace listing. 
  • Facilitate cooperation on sales opportunities among Cato and AWS account teams.  
  • Grow and track AWS-related pipeline development and sales performance.  
  • Ensure AWS-related opportunities are tracked and proactively drive account teams to manage them to completion.  
  • Lead Tackle.io integration and use.
  • Provide accurate pipeline tracking, reporting, and forecasting.  
  • Lead cross-functional teams to achieve AWS competencies to differentiate Cato Networks in the AWS ecosystem.  
  • Create and deliver enablement content for Cato’s field teams on working with AWS.  
  • Provide direction, guidance, resources, and oversight for Cato’s AWS Foundation Technical Reviews and integration with the AWS Marketplace.  
  • Create and execute go-to-market plans to drive revenue via the AWS partnership globally.  
  • Manage participation in all applicable AWS partner programs and secure access to higher tiers.  
  • Partner with the marketing team to plan and execute virtual and in-person AWS events and marketing campaigns. Track and report the results of each marketing initiative.  

• Technological Alliances 
  • Formalize a practice of partnership-building with peer security vendors. 
  • Map, prioritize and track potential partners. 
  • Drive & lead all engagement aspects: legal agreement, technical team collaboration, project management, shared marketing, etc. 
  • Scale-up alliances to form Cato’s own partnership marketplace 

Required skills 

• Background or education in business administration is an advantage.  
• 3+ years of experience in business development  
• 6+ Years working with AWS Marketplace at a SaaS company 
• Strong understanding of AWS partner and field incentive programs.  
• Experience with other vendor marketplace ecosystems.
• Strong understanding of AWS go-to-market organization structure including partner, channel, account, and marketing teams.  
• Strong attention to detail and organizational skills.  
• Excellent written and verbal communication skills.  
• Proven ability to establish trust and build collaborative relationships with internal and external partners.  
• Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience.
• Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities.
• Must be familiar with AWS partner ecosystems and a track record in building alliance/sales/partner relationships with business and technical teams.
• Knowledge in networking and/or security preferred

 *LI-SW1