Sr. Channel Program Manager – Channels & Alliances

The Sr. Channel Program Manager will be responsible for the design, management, and execution of Cato Networks’ global Channels Partner Programs. In addition to the partner programs, the Sr. Channel Program Manager will manage deal registration, sales engagement, partner incentives, compliance, and competitive intelligence. The role is expected to collaborate at senior levels of the Sales, Finance, Marketing, Enablement, Sales Operations, and other organizations to drive alignment around specific channel programs with those organizations.

Core Responsibilities:

• Collaborate across Channels & Alliances teams to gather requirements for programs.
• Design, build, and manage Partner Programs including the Program Guide, Reseller, Services, Deal Registration Program, etc.
• Design program guides that detail requirements and benefits, terms and conditions, etc.
• Together with Channel Operations and Channel Marketing, lead the overall partner experience, including design changes for the partner portal.
• Document policies and processes to support all aspects of the program, including field/channel rules of engagement and enable global execution.
• Design and launch enablement materials for the Partner Program, Rules of Engagement, Deal Registration, How to Partner, etc. Collaborate with Sales Enablement, Channel Marketing, and Sales Development for the creation of enablement materials.
• Collect and manage feedback from channel partners into the ongoing roadmap for the Channel Program.
• Work cross-functionally with sales operations, marketing, finance, enablement, and technical teams to secure, operationalize, scale, and manage all committed benefits to partners.
• Establish and track metrics of the program; run a quarterly optimization and compliance process with Channel & Field Sales.
• Complete periodic evaluations on key competitors’ programs and strategies.
• Individual role-specific areas of expertise: Global and Regional Resellers, Technology Solution Distributors, Managed Service Providers, Global System Integrators, and Service Providers.

Additional Responsibilities:

• Drive strategic planning and operational rhythm for the Channels & Alliances organization, including quarterly business reviews, annual planning, and goal alignment across cross-functional stakeholders.
• Act as the primary point of coordination between the Head of Channels & Alliances and internal teams, ensuring consistent communication, follow-up, and execution of priorities.
• Develop executive-level presentations and status updates for leadership, board meetings, and strategic partner engagements.
• Monitor and report on key performance indicators (KPIs), operational health metrics, and program performance dashboards.
• Proactively identify risks, gaps, and opportunities across initiatives, and lead structured problem-solving to resolve issues.
• Facilitate team meetings, offsites, and workshops, driving agendas and ensuring follow-through on action items.
• Support budget management, resource planning, and operational efficiency improvements across the team.
• Serve as a trusted advisor to senior leadership, offering insights and recommendations on organizational priorities and partner program strategies.