Global Alliance Director
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职位描述
<div class="content-intro"><p><span data-contrast="none">Cato Networks is the converged network and security cloud for the AI era.</span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335557856":16777215,"335559685":0,"335559737":0,"335559738":225,"335559739":225,"335559740":279}"> </span></p>
<p><span data-contrast="none">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.</span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335557856":16777215,"335559685":0,"335559737":0,"335559738":225,"335559739":225,"335559740":279}"> </span></p>
<p><span data-contrast="none">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.</span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335557856":16777215,"335559685":0,"335559737":0,"335559738":225,"335559739":225,"335559740":279}"> </span></p>
<p> </p></div><h2 data-section-id="rc0wgi" data-start="528" data-end="548"><strong data-start="531" data-end="548">Role Overview</strong></h2>
<p data-start="550" data-end="843">The <strong data-start="554" data-end="581">Global Alliance Director</strong> at <strong data-start="585" data-end="602">Cato Networks</strong> supports a focused portfolio of strategic <strong data-start="645" data-end="682">Global Systems Integrators (GSIs)</strong>. This role contributes to alliance strategy, partner engagement, and revenue growth by working closely with senior alliance leadership and regional sales teams.</p>
<p data-start="845" data-end="1205">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.</p>
<hr data-start="1207" data-end="1210">
<h2 data-section-id="19a7fst" data-start="1212" data-end="1254"><strong data-start="1215" data-end="1254">Target Alliance Accounts (Examples)</strong></h2>
<p data-start="1256" data-end="1294"><strong data-start="1256" data-end="1294">Global Systems Integrators (GSIs):</strong></p>
<ul data-start="1296" data-end="1336">
<li data-section-id="153ayic" data-start="1296" data-end="1309">Accenture</li>
<li data-section-id="1a97f52" data-start="1310" data-end="1322">Deloitte</li>
<li data-section-id="1qv4esb" data-start="1323" data-end="1336">Capgemini</li>
</ul>
<p data-start="1338" data-end="1453"><em data-start="1338" data-end="1453">(Portfolio will be aligned to Cato’s strategic priorities and managed in collaboration with alliance leadership.)</em></p>
<hr data-start="1455" data-end="1458">
<h2 data-section-id="1pzghrs" data-start="1460" data-end="1487"><strong data-start="1463" data-end="1487">Key Responsibilities</strong></h2>
<h3 data-section-id="1yweu1s" data-start="1489" data-end="1528"><strong data-start="1493" data-end="1528">Alliance Management & Execution</strong></h3>
<ul data-start="1530" data-end="1886">
<li data-section-id="18p3e06" data-start="1530" data-end="1645">Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership.</li>
<li data-section-id="1r2h0ea" data-start="1646" data-end="1797">Contribute to the development and execution of <strong data-start="1695" data-end="1720">annual alliance plans</strong>, including key initiatives, solution focus areas, and regional priorities.</li>
<li data-section-id="64bv9q" data-start="1798" data-end="1886">Help position Cato as a strategic <strong data-start="1834" data-end="1859">SASE platform partner</strong> within assigned alliances.</li>
</ul>
<hr data-start="1888" data-end="1891">
<h3 data-section-id="8zbz8f" data-start="1893" data-end="1928"><strong data-start="1897" data-end="1928">Revenue & Co-Sell Execution</strong></h3>
<ul data-start="1930" data-end="2288">
<li data-section-id="1p24i2a" data-start="1930" data-end="2035">Drive <strong data-start="1938" data-end="1989">partner-sourced and partner-influenced pipeline</strong> in collaboration with regional sales teams.</li>
<li data-section-id="1ysovar" data-start="2036" data-end="2139">Work with account teams to embed alliance partners into key opportunities and customer engagements.</li>
<li data-section-id="vn59v6" data-start="2140" data-end="2223">Support the execution of <strong data-start="2167" data-end="2197">repeatable co-sell motions</strong> across target segments.</li>
<li data-section-id="1qdnpkj" data-start="2224" data-end="2288">Track and report on alliance performance against defined KPIs.</li>
</ul>
<hr data-start="2290" data-end="2293">
<h3 data-section-id="11mrzor" data-start="2295" data-end="2333"><strong data-start="2299" data-end="2333">Joint Solutions & Go-to-Market</strong></h3>
<ul data-start="2335" data-end="2631">
<li data-section-id="cyguis" data-start="2335" data-end="2437">Assist in identifying and developing <strong data-start="2374" data-end="2420">joint SASE and secure networking offerings</strong> with partners.</li>
<li data-section-id="1n3fxcq" data-start="2438" data-end="2542">Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases.</li>
<li data-section-id="k7a5hm" data-start="2543" data-end="2631">Support joint marketing campaigns, demand generation programs, and partner-led events.</li>
</ul>
<hr data-start="2633" data-end="2636">
<h3 data-section-id="1uqbfz1" data-start="2638" data-end="2677"><strong data-start="2642" data-end="2677">Partner Engagement & Governance</strong></h3>
<ul data-start="2679" data-end="2948">
<li data-section-id="uedl1u" data-start="2679" data-end="2784">Build and maintain strong working relationships with <strong data-start="2734" data-end="2781">partner stakeholders (Director to VP level)</strong>.</li>
<li data-section-id="1n93fxw" data-start="2785" data-end="2861">Support <strong data-start="2795" data-end="2844">QBRs, pipeline reviews, and planning sessions</strong> with partners.</li>
<li data-section-id="7psdkw" data-start="2862" data-end="2948">Coordinate with internal and partner stakeholders to ensure alignment and execution.</li>
</ul>
<hr data-start="2950" data-end="2953">
<h3 data-section-id="1iuh4el" data-start="2955" data-end="2993"><strong data-start="2959" data-end="2993">Enablement & Partner Readiness</strong></h3>
<ul data-start="2995" data-end="3266">
<li data-section-id="1vuadly" data-start="2995" data-end="3095">Help drive partner enablement on Cato’s <strong data-start="3037" data-end="3092">SASE architecture, differentiation, and positioning</strong>.</li>
<li data-section-id="896f4a" data-start="3096" data-end="3189">Support certification and readiness initiatives across partner sales and technical teams.</li>
<li data-section-id="1snl8h2" data-start="3190" data-end="3266">Identify and help remove execution blockers to accelerate pipeline growth.</li>
</ul>
<hr data-start="3268" data-end="3271">
<h3 data-section-id="1mpu2rs" data-start="3273" data-end="3303"><strong data-start="3277" data-end="3303">Operational Excellence</strong></h3>
<ul data-start="3305" data-end="3525">
<li data-section-id="1jjppuq" data-start="3305" data-end="3365">Maintain accurate <strong data-start="3325" data-end="3362">pipeline tracking and CRM hygiene</strong>.</li>
<li data-section-id="1obbyat" data-start="3366" data-end="3449">Support reporting, dashboards, and performance tracking for assigned alliances.</li>
<li data-section-id="e3p3ae" data-start="3450" data-end="3525">Assist in managing partner investments and tracking ROI where applicable.</li>
</ul>
<hr data-start="3527" data-end="3530">
<h2 data-section-id="lrovnr" data-start="3532" data-end="3553"><strong data-start="3535" data-end="3553">Qualifications</strong></h2>
<h3 data-section-id="vqxc9b" data-start="3555" data-end="3571"><strong data-start="3559" data-end="3571">Required</strong></h3>
<ul data-start="3573" data-end="4018">
<li data-section-id="zi8j9i" data-start="3573" data-end="3671">7–10 years of experience in <strong data-start="3603" data-end="3668">alliances, partner management, or enterprise technology sales</strong>.</li>
<li data-section-id="4jsbpq" data-start="3672" data-end="3759">Experience working with or supporting <strong data-start="3712" data-end="3756">GSI and/or service provider partnerships</strong>.</li>
<li data-section-id="1vbsbcz" data-start="3760" data-end="3839">Solid understanding of <strong data-start="3785" data-end="3836">SASE, SD-WAN, networking, or security solutions</strong>.</li>
<li data-section-id="j77op2" data-start="3840" data-end="3923">Ability to operate effectively in a <strong data-start="3878" data-end="3920">matrixed, cross-functional environment</strong>.</li>
<li data-section-id="1vv4ord" data-start="3924" data-end="4018">Strong communication skills with experience engaging <strong data-start="3979" data-end="4017">Director- to VP-level stakeholders</strong>.</li>
</ul>
<hr data-start="4020" data-end="4023">
<h3 data-section-id="9cv1wj" data-start="4025" data-end="4042"><strong data-start="4029" data-end="4042">Preferred</strong></h3>
<ul data-start="4044" data-end="4308">
<li data-section-id="1fjwety" data-start="4044" data-end="4174">Experience working with partners such as <strong data-start="4087" data-end="4171">Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications</strong>.</li>
<li data-section-id="1r12jvz" data-start="4175" data-end="4244">Exposure to <strong data-start="4189" data-end="4241">cloud-delivered networking or security platforms</strong>.</li>
<li data-section-id="k9yhjh" data-start="4245" data-end="4308">Experience in high-growth or scaling technology environments.</li>
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