Global Alliance Director

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.