Global Director, Channel Sales Engineering

The Opportunity

We are hiring a Director of Global Channel Sales Engineering to build and scale a world-class partner-facing technical organization.

This leader will own the strategy, development, and execution of Cato’s global channel SE function—enabling partners to sell, position, and deliver Cato’s platform with the same level of technical excellence as our direct teams.

You will operate at the intersection of sales, product, and partnerships—driving technical alignment with strategic partners, accelerating partner-led revenue, and ensuring consistent, high-quality technical engagement globally, working alongside our Global Channel Chief.

This is a highly visible, high-impact leadership role critical to Cato’s continued growth through the channel.

What You'll Do (Responsibilities)

• Build, lead, and scale a global team of Channel Sales Engineers across key regions (Americas, EMEA, APJ)
• Define and execute the global channel SE strategy aligned to Cato’s partner and revenue goals
• Enable partners (VARs, MSPs, GSIs) to independently position, demo, and deploy Cato’s SASE platform
• Develop structured partner enablement programs, including technical certifications, playbooks, and demo environments
• Partner closely with Global Channel Sales, Regional Sales Engineering, Product, and Marketing to ensure alignment and consistency
• Act as the executive technical sponsor for strategic global partners
• Establish and enforce technical qualification standards for partner-led opportunities
• Drive partner technical readiness to support complex enterprise deals and large-scale deployments
• Build scalable systems for demo, POCs, and technical validation through partners
• Gather and relay partner and field feedback to Product and Engineering to influence roadmap
• Track and improve key metrics including partner-sourced pipeline, technical win rates, and deal velocity
• Ensure consistent messaging, positioning, and technical quality across all partner engagements
• Recruit, develop, and retain top-tier channel SE talent

What You'll Bring (Qualifications)

• 10+ years in Sales Engineering, with significant experience in channel or partner-facing roles
• Proven experience building and leading global SE or channel SE teams in high-growth environments
• Deep understanding of networking and security (SASE, SSE, SD-WAN, Zero Trust)
• Strong track record of enabling partners to drive revenue in enterprise markets
• Experience working with VARs, MSPs, GSIs, and distribution ecosystems
• Demonstrated ability to operate cross-functionally with Sales, Product, and Marketing
• Excellent executive communication and presentation skills
• Experience scaling processes, programs, and teams globally

What Success Looks Like

• Partners are independently driving high-quality pipeline and closing complex enterprise deals
• Consistent, high technical win rates across partner-led opportunities
• Scalable enablement programs that reduce dependency on direct SE involvement
• Strong alignment and trust between channel, sales, and technical teams globally
• Measurable contribution of channel to overall company revenue growth

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.