The Distributor Channel Account Manager (DCAM) owns strategic relationships with Technology Services Distributors (TSDs), Distributors handling VARs/MSPs, and Aggregators. These indirect, scaled transactional channels are essential to Cato’s growth strategy—enabling partners to either bill end customers directly or route transactions through Cato. This role is critical in centralizing strategy, scale, and go-to-market planning across national partners who influence the Sub-Agent and VAR/MSP & Aggregator ecosystems. The DCAM ensures consistency, clarity, and control at the top of the partner funnel, directly impacting Cato’s channel growth.

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.

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.

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