Strategic Account Manager

The Strategic Account Manager – Service Provider (SAM-SP) is responsible for driving Cato’s Service Provider (SP) strategy at the regional level by developing strategic partnerships with regional network operators, driving SMB strategy, accelerating joint pipeline growth, and positioning Private PoP as the preferred deployment model. 

This role plays a critical part in Cato’s multi-faceted SP strategy, which combines global partner engagement with regional market coverage to drive growth across enterprise, mid-market, and SMB segments. The SAM-SP will act as both a strategic partner owner and a regional subject matter expert for service provider opportunities. 

The SAM-SP reports to the Head of GSP/SI and works cross-functionally with field sales, channel, global alliances, and technical teams to accelerate revenue and market penetration. 

Key Responsibilities 

Strategic Partner Ownership 

• Own and manage a defined set of regional service providers and network operators as named strategic accounts. 

• Build executive-level relationships and establish long-term strategic partnerships. 

• Drive joint business planning, pipeline creation, and revenue growth with partners. 

• Develop and execute partner account plans aligned to regional and global strategy. 

• Identify and advance new service opportunities leveraging partner infrastructure. 

Service Provider Strategy Execution 

• Execute Cato’s regional Service Provider strategy to maximize market coverage and partner engagement. 

• Consistently position Private PoP as the preferred deployment model within partner networks. 

• Enable partners to deploy Cato services within their infrastructure to deliver secure connectivity offerings. 

• Drive adoption of Cato-powered services including secure networking, cloud security, and managed services. 

Regional Subject Matter Expertise 

• Act as the regional Service Provider subject matter expert for field and channel teams. 

• Support service provider-driven opportunities outside named accounts. 

• Provide deal strategy guidance, partner positioning, and technical alignment. 

• Educate internal teams on service provider business models, market dynamics, and competitive positioning. 

Cross-Functional Collaboration 

• Partner closely with field sales to drive joint customer opportunities. 

• Collaborate with channel leaders, global alliance teams, and technical teams to ensure coordinated execution. 

• Align on account strategy, pipeline development, and go-to-market initiatives. 

• Support partner enablement and engagement programs. 

Pipeline & Revenue Growth 

• Build and manage a strong pipeline of service provider-driven opportunities. 

• Drive regional revenue growth through partner-led sales motions. 

• Track performance metrics, partner maturity, and opportunity progression. 

• Contribute to FY26 growth objectives and long-term SP market expansion. 

 Required Qualifications 

• 8+ years of experience in enterprise sales, partner sales, channel management, or service provider engagement. 

• Experience working with telecommunications providers, network operators, or managed service providers. 

• Strong understanding of networking, security, and cloud technologies. 

• Proven ability to build executive relationships and drive strategic partnerships. 

• Experience developing and executing joint business plans. 

• Demonstrated success driving pipeline and revenue growth through partners. 

• Strong cross-functional collaboration and stakeholder management skills. 

 Preferred Qualifications 

• Experience with SASE, SD-WAN, cloud networking, or security platforms. 

• Experience working in service provider or telecommunications ecosystems. 

• Understanding of service provider business models and infrastructure environments. 
• Experience positioning infrastructure-based or platform deployment models.