REQUIREMENTS

• 5+ years of experience in the TSD agent ecosystem, with established national-level relationships
• Strong knowledge of leading partners such as Intellisys, Advantage, and Climb Business Solutions
• Proven ability to develop and execute go-to-market strategies, drive business growth, and manage channel sales initiatives
• Experience with contract negotiations, partner programs, and distributor engagement
• Exceptional communication and presentation skills, with the ability to clearly articulate value and strategy
• Strong business acumen and ability to coordinate sales efforts across teams and regions
• Ability to thrive in a fast-paced, growth-oriented environment and build strong, trust-based relationships across the partner ecosystem
• Bachelor’s degree or equivalent experience (technical sales or cybersecurity background is a plus, but not required)
  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.
  

  LI-AW1

RESPONSIBILITIES

• Develop & Execute Strategy: Build and deliver annual marketing strategies across TSDs, Distributors, and Aggregators.
• Events & Enablement: Host national and regional events, QBRs, SKOs, and training webinars in collaboration with RCAMs and Regional Sales Directors (RSDs).
• Partner Ecosystem Development: Identify top partners and routes to market; coordinate hand-offs for execution with RCAMs.
• Training & Enablement: Facilitate SE training and train-the-trainer programs to ensure partners are technically enabled.
• Revenue Growth: Drive upsell and cross-sell campaigns in partnership with Distributors and Aggregators.
• Executive Alignment: Align regional TSD Channel Managers with Cato’s executive team (AVPs, Area Directors and RCAM, CAE and Marketing teams).
• Process Improvement: Refine internal processes, including commission reports, deal registration, and RCAM alignment.Marketing Collaboration: Partner with marketing to enhance partner portals for TSDs, Distributors, and Aggregators.
• Brand & Pipeline Development: Increase brand awareness and facilitate regular pipeline reviews with partners.

KEY BENEFITS OF THE ROLE

• Increased Agent Coverage: Focus on scalable TSD/Disti/Aggregator programs while Regional Channel Account Managers (RCAMs) execute high-touch engagement with top regional Agents, VARs/MSPs, and Aggregators.
• Activation of Dormant Sub-Agents: Collaborate with Commercial Account Executives (CAEs) to activate 1,200+ dormant Sub-Agents.
• Scalable Growth Engine: Build a repeatable, structured channel program that drives pipeline growth and partner engagement at scale.