Global Alliance Director

Cato Networks · London, UK

Open 2 days

Base: Not disclosed
OTE: Not disclosed
Posted: 3d ago

Still open · checked 14h agoon Cato Networks's careers page

Apply on Cato Networks →

The job

What you'd do

Manage relationships with big consulting firms like Accenture and Deloitte, working with them to sell Cato's network and security products to their clients. You'll help win deals alongside regional sales teams.

What you'd sell

Puts a company's network and security in one cloud service

When a company has offices and workers spread across many places, it usually patches together separate tools for networking and security. The problem is, those pieces don't work as one, so gaps appear and IT staff have to chase problems across several systems. Cato Networks puts networking and security into one cloud service, so a company can protect its users, apps, and data without juggling a pile of separate tools.

In plain English, from their own job posts. Something wrong? Tell me · More Security companies →

Who you'd sell to

Global IT services partner firms at a short list of very big companiesIn their words: “supports a focused portfolio of strategic Global Systems Integrators (GSIs)”

Where deals come from

A mix. Some leads come to you, some you find yourself.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
Time on market: Open 2 days.
Company hiring: Ramping up: posted 17 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.

Red lights

Pay. No pay listed at all.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
Is the territory new or existing? Who had it before?
An existing book is a head start. Greenfield means building from zero.

Before You Apply

Find out where you fit, and where you don't, before you hit submit.

Why I built it this way ↓

Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.

Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.

It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.

Josh

1 Is the job worth it?

Ask hard questions. Too much is left unsaid. Make them answer before you invest.

No pay listed at all.

Might be worth asking about this before you spend an hour on a tailored résumé.

See the full Braun Read

2 Where you fit

Upload once, see where you fit on any job.

What people say about working at Cato Networks ↓

Got an offer from Cato Networks? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Rather talk it through? Call or text me: 954-695-0844 (text)

Full posting

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. Role Overview The Global Alliance Director at Cato Networks supports a focused portfolio of strategic Global Systems Integrators (GSIs). This role contributes to alliance strategy, partner engagement, and revenue growth by working closely with senior alliance leadership and regional sales teams. 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. Target Alliance Accounts (Examples) Global Systems Integrators (GSIs): - Accenture - Deloitte - Capgemini (Portfolio will be aligned to Cato’s strategic priorities and managed in collaboration with alliance leadership.) Key Responsibilities Alliance Management & Execution - Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership. - Contribute to the development and execution of annual alliance plans, including key initiatives, solution focus areas, and regional priorities. - Help position Cato as a strategic SASE platform partner within assigned alliances. Revenue & Co-Sell Execution - Drive partner-sourced and partner-influenced pipeline in collaboration with regional sales teams. - Work with account teams to embed alliance partners into key opportunities and customer engagements. - Support the execution of repeatable co-sell motions across target segments. - Track and report on alliance performance against defined KPIs. Joint Solutions & Go-to-Market - Assist in identifying and developing joint SASE and secure networking offerings with partners. - Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases. - Support joint marketing campaigns, demand generation programs, and partner-led events. Partner Engagement & Governance - Build and maintain strong working relationships with partner stakeholders (Director to VP level). - Support QBRs, pipeline reviews, and planning sessions with partners. - Coordinate with internal and partner stakeholders to ensure alignment and execution. Enablement & Partner Readiness - Help drive partner enablement on Cato’s SASE architecture, differentiation, and positioning. - Support certification and readiness initiatives across partner sales and technical teams. - Identify and help remove execution blockers to accelerate pipeline growth. Operational Excellence - Maintain accurate pipeline tracking and CRM hygiene. - Support reporting, dashboards, and performance tracking for assigned alliances. - Assist in managing partner investments and tracking ROI where applicable. Qualifications Required - 7–10 years of experience in alliances, partner management, or enterprise technology sales. - Experience working with or supporting GSI and/or service provider partnerships. - Solid understanding of SASE, SD-WAN, networking, or security solutions. - Ability to operate effectively in a matrixed, cross-functional environment. - Strong communication skills with experience engaging Director- to VP-level stakeholders. Preferred - Experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications. - Exposure to cloud-delivered networking or security platforms. - Experience in high-growth or scaling technology environments.

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