Global Account Director, GSP

Role Overview 

The Global Alliance Director at Cato Networks owns a small, highly strategic portfolio (up to five) of Global Service Providers (GSPs). This role serves as the single global point of accountability for alliance strategy, executive alignment, and revenue impact across these partners. 

The Director will define and execute global alliance plans that drive SASE adoption, secure networking transformation, AI Security, and co-sell growth through Cato’s most influential global partners. Success in this role requires deep experience navigating complex partner organizations, influencing global field teams, and translating joint strategy into measurable pipeline and bookings. 

Target Alliance Accounts (Examples) 

Global Service Providers (GSPs): 

• Comcast 

• Orange Business 

• NTT 

• IBM 

(Final portfolio will be capped at ~5 partners and aligned to Cato’s strategic priorities.)  

Key Responsibilities 

Global Alliance Ownership & Strategy 

• Own the end-to-end global alliance relationship for assigned GSIs and GSPs, acting as the executive point of contact for Cato Networks. 

• Develop and execute multi-year global alliance plans, including revenue targets, solution focus, regional priorities, and investment alignment. 

• Position Cato as a strategic SASE platform partner, not just a point solution, within each alliance. 

Revenue & Co-Sell Execution 

• Drive partner-sourced and partner-influenced pipeline and bookings globally. 

• Work closely with Cato’s regional sales leadership to embed alliance partners into active accounts and strategic pursuits. 

• Enable repeatable co-sell motions across enterprise, mid-market, and multinational customers. 

• Track, forecast, and report global alliance performance against agreed KPIs. 

Joint Solutions & Go-to-Market 

• Identify, incubate, and scale joint SASE and secure networking offerings, including managed SASE and hybrid WAN/security transformations. 

• Collaborate with Product, Marketing, and Technical Alliances to align joint messaging, use cases, and reference architectures. 

• Drive joint marketing, demand generation, and thought leadership initiatives. 

Executive Alignment & Governance 

• Build and maintain C-level and VP-level relationships within GSPs. 

• Lead global QBRs, executive steering committees, and strategic planning sessions. 

• Coordinate global and regional stakeholders to ensure consistent alliance execution. 

Enablement & Partner Readiness 

• Ensure alliance partners are enabled on Cato’s SASE architecture, differentiation, and competitive positioning. 

• Drive certification, technical readiness, and field alignment across partner sales and delivery teams. 

• Advocate internally for alliance requirements, removing blockers and accelerating time-to-revenue. 

Operational Excellence 

• Establish clear success metrics, dashboards, and governance models for each alliance. 

• Maintain strong CRM hygiene and global pipeline visibility. 

• Manage alliance investments, MDF usage, and ROI justification where applicable. 

Qualifications 

Required 

• 12+ years of experience in global alliances, strategic partner management, or enterprise networking/security sales. 

• Proven track record owning global GSI and/or GSP relationships with measurable revenue impact. 

• Strong understanding of SASE, SD-WAN, networking, and security buying and delivery models. 

• Demonstrated ability to operate effectively in a matrixed, global organization. 

• Experience engaging and influencing executive stakeholders (VP to C-suite). 

Preferred 

• Prior experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications. 

• Experience in cloud-delivered security, networking platforms, or managed services. 

• Background working with high-growth, category-defining technology companies. 

Key Competencies 

• Global alliance strategy and execution 

• Executive presence and communication 

• Commercial and financial acumen 

• Cross-functional leadership and influence 

• Structured account and business planning 

• Deep understanding of partner-led GTM models 

Success in the First 12–18 Months 

• Established executive alignment and joint strategy with each assigned alliance 

• Launched at least 1–2 repeatable global or regional joint GTM plays 

• Delivered measurable growth in partner-sourced and partner-influenced pipeline 

• Positioned Cato Networks as a preferred SASE platform partner within key GSIs and GSPs