Channel Enablement Lead, Americas

OVERVIEW

We believe that success and growth are achieved through proper guidance, training, and execution. That is why our mission is to provide Cato’s Channel organization with the information, content, and tools they need to be more efficient and effective in engaging and developing our partners. 

We are looking for a Channel Enablement Lead (Americas) to serve as a strategic partner, trainer, and coach for the Cato Networks' Americas Channel organization. In this role, you will enable our partner-facing Channel sales and account management teams by translating go-to-market priorities, field insights, and development needs into role-specific training, plays, and practical resources that improve Channel execution. You will partner closely with Americas and Global Channel leadership, collaborate with your EMEA/APJ Channel Enablement counterpart, and additionally support external Partner Enablement through scalable eLearning and sales-focused workshops. We are looking for a self-starter who understands the Channel ecosystem and can connect enablement to increased channel-sourced opportunities and channel-involved revenue 

  

RESPONSIBILITIES 

• Develop trusted partnerships with Americas and Global Channel leadership, aligning Channel Enablement priorities to their go-to-market strategies and team development needs. 

• Design, develop, and deliver role-specific enablement for Cato's partner-facing Channel sales and account management teams, including training, plays, cheat sheets, and other practical resources that improve Channel execution. 

• Build and maintain train-the-trainer programs that equip Channel team members to effectively coach, develop, and enable their partners. 

• Stay closely connected to the field to identify skill gaps, emerging needs, and successful practices, translating those insights into scalable enablement programs and actionable recommendations for Channel leadership. 

• Support external Partner Enablement by developing sales-focused training for Cato's online Partner eLearning portal and periodically facilitating partner-facing workshops. 

• Collaborate with the Channel Enablement Lead supporting EMEA and APJ to evolve global frameworks, share best practices, and adapt programs to the needs of the Americas region. 

• Partner cross-functionally with Global Enablement, Marketing/Product Marketing, Product, Sales, and RevOps to translate Cato's go-to-market priorities into relevant Channel Enablement programs and content. 

• Use performance data, field feedback, program adoption, and business outcomes to continuously improve Enablement programs and ensure they support increased channel-sourced opportunities and channel-involved revenue. 

  

REQUIREMENTS 

• 5+ years of relevant experience in Channel Enablement, Partner Enablement, or Sales Enablement supporting a Channel organization. 

• Strong understanding of Channel organizations and partner ecosystems, including how partner-facing teams generate pipeline, influence revenue, and drive partner success. 

• Experience designing and delivering role-specific enablement programs and practical resources across formats including instructor-led training, eLearning, playbooks, and job aids. 

• Proven ability to translate field insights, business priorities, and skill gaps into scalable enablement strategies and programs tailored to the needs of different Channel roles. 

• Strong business acumen with demonstrated ability to use performance data and business metrics to identify development needs, prioritize enablement efforts, and measure effectiveness. 

• Excellent communication, presentation, and facilitation skills with the ability to build trusted relationships, influence cross-functionally, and independently turn strategic direction into action. 

 

BONUS QUALIFICATIONS

• Previous experience in a partner-facing Channel role with responsibility for partner development and enablement. 

• Familiarity with the security or IT networking space.

• Experience developing or managing partner eLearning or partner certification programs.