Global Alliance Director

Join Cato Networks to turn our AWS and CrowdStrike alliances into joint pipeline across EMEA. You'll work directly with alliance partners and our regional sales teams to identify opportunities, organise joint activities and drive revenue. For the first 12 to 18 months, approximately 90% of your time will focus on AWS and CrowdStrike, with other alliances potentially added as they develop.

This is a senior, hands-on individual contributor role, not a people-management position. You'll own partnership-specific targets and be accountable for commercial results, rather than focusing solely on relationship management or enablement. The preferred location is the UK, close to the sales and marketing colleagues you'll work with.

Responsibilities

• Drive joint pipeline generation with AWS and CrowdStrike across EMEA, combining partner account management with proactive business development.

• Build relationships with alliance teams and Cato's regional sales organisation, turning those relationships into joint opportunities.

• You will play a critical role in building our cloud marketplace activities from the ground up, accelerating growth and win rates across Cato’s global sales organization.  

• You will also help formalize our fast-growing technological alliances and partnerships with peer security vendors.

• Help sales teams understand and use AWS Marketplace to transact, drawing on practical knowledge of how marketplace deals work.

• Plan and execute joint partner and customer activities, including roundtables, events and enablement sessions, with pipeline generation as the goal.

• Own revenue targets and activity-based objectives for your partnerships, including objectives where revenue attribution is less straightforward.

• Work with product alliances, product marketing, field marketing and regional sales teams, using existing content, playbooks and sales engineering support to deliver joint activities.

Requirements

• Experience in alliances, with a track record of generating pipeline and driving commercial outcomes through partners.

• Practical experience with cloud marketplace transactions and the ability to explain their value and process to sales teams. AWS Marketplace experience is preferred; relevant Azure Marketplace experience is also welcome.

• A proactive business development approach: you're comfortable finding opportunities, mobilising partners and sales teams, and being accountable for a number.

• The ability to build productive relationships across partner organisations and internal commercial teams.

• Availability for regular travel across EMEA, expected to be around 50%, with more travel initially as you establish relationships and activities.

Additional experience we value:

• Experience working with AWS alliance teams and an established network in the AWS ecosystem.

• Experience with CrowdStrike or similar technology alliances.

• Alliances experience in cybersecurity.

 *LI-NH1