AVP Channel Sales, Asia Pacific

Cato Networks is seeking an accomplished Area Vice President, Channel Sales – Asia Pacific to lead, scale, and accelerate our partner ecosystem across the region. This executive leader will be responsible for building a world-class channel organisation that drives predictable revenue growth through strategic distributors, service providers, MSPs, GSIs, and regional partners. 

The AVP will play a critical role in expanding Cato’s presence as the SASE market leader, aligning partner strategy with field sales, and enabling partners to deliver differentiated, cloud-native security and networking solutions to enterprise and mid-market customers. 

Key Responsibilities 

• Channel Strategy & Execution 

• Define and execute the Asia Pacific channel strategy aligned with global objectives and regional growth targets 

• Build and optimise a multi-tier partner ecosystem including distributors, VARs, MSPs, carriers, and GSIs 

• Drive partner-led pipeline generation, deal registration, and revenue contribution 

• Leadership & Team Development 

• Lead, mentor, and scale a high-performing regional channel sales team 

• Establish clear KPIs, performance metrics, and partner coverage models 

• Foster a culture of accountability, collaboration, and customer success 

• Partner Enablement & Engagement 

• Oversee partner onboarding, certification, enablement, and ongoing readiness 

• Ensure partners are equipped to position and sell Cato’s SASE platform effectively 

• Develop joint business plans with top-tier partners and distributors 

• Cross-Functional Alignment 

• Partner closely with Asia Pacific Sales, Marketing, Product, and Customer Success teams 

• Align channel initiatives with direct sales motions to maximise market coverage and minimise conflict 

• Provide regional input into global channel programs, incentives, and MDF strategy 

• Market Expansion & Growth 

• Identify new routes-to-market and strategic alliances to accelerate regional expansion 

• Support large, complex partner-led opportunities and executive-level engagements 

• Represent Cato Networks at key partner and industry events across Asia Pacific

Qualifications 

• 12+ years of experience in channel sales, alliances, or partner leadership roles 

• Proven success building and scaling Asia Pacific channel organisations in high-growth technology companies 

• Strong background in cybersecurity, networking, SASE, SD-WAN, or cloud platforms 

• Demonstrated ability to drive revenue through indirect sales models 

• Experience managing distributed, multicultural teams across Asia Pacific

• Strategic thinker with strong execution discipline and operational rigor 

• Excellent executive communication, negotiation, and relationship-building skills