<p>The Distributor Channel Account Manager (DCAM) owns strategic relationships with Technology Services Distributors (TSDs), Distributors handling VARs/MSPs, and Aggregators. These indirect, scaled transactional channels are essential to Cato's growth strategy-enabling partners to either bill end customers directly or route transactions through Cato. This role is critical in centralizing strategy, scale, and go-to-market planning across national partners who influence the Sub-Agent and VAR/MSP & Aggregator ecosystems. The DCAM ensures consistency, clarity, and control at the top of the partner funnel, directly impacting Cato's channel growth.</p> <p>Responsibilities</p> <ul> <li>Develop & Execute Strategy: Build and deliver annual marketing strategies across TSDs, Distributors, and Aggregators. </li><li>Events & Enablement: Host national and regional events, QBRs, SKOs, and training webinars in collaboration with RCAMs and Regional Sales Directors (RSDs). </li><li>Partner Ecosystem Development: Identify top partners and routes to market; coordinate hand-offs for execution with RCAMs. </li><li>Training & Enablement: Facilitate SE training and train-the-trainer programs to ensure partners are technically enabled. </li><li>Revenue Growth: Drive upsell and cross-sell campaigns in partnership with Distributors and Aggregators. </li><li>Executive Alignment: Align regional TSD Channel Managers with Cato's executive team (AVPs, Area Directors and RCAM, CAE and Marketing teams). </li><li>Process Improvement: Refine internal processes, including commission reports, deal registration, and RCAM alignment.Marketing Collaboration: Partner with marketing to enhance partner portals for TSDs, Distributors, and Aggregators. </li><li>Brand & Pipeline Development: Increase brand awareness and facilitate regular pipeline reviews with partners. </li></ul> <p>Key Benefits of the Role</p> <ul> <li>Increased Agent Coverage: Focus on scalable TSD/Disti/Aggregator programs while Regional Channel Account Managers (RCAMs) execute high-touch engagement with top regional Agents, VARs/MSPs, and Aggregators. </li><li>Activation of Dormant Sub-Agents: Collaborate with Commercial Account Executives (CAEs) to activate 1,200+ dormant Sub-Agents. </li><li>Scalable Growth Engine: Build a repeatable, structured channel program that drives pipeline growth and partner engagement at scale. </li></ul> <p>Requirements</p> <ul> <li>5+ years of experience in the TSD agent ecosystem, with established national-level relationships </li><li>Strong knowledge of leading partners such as Intellisys, Advantage, and Climb Business Solutions </li><li>Proven ability to develop and execute go-to-market strategies, drive business growth, and manage channel sales initiatives </li><li>Experience with contract negotiations, partner programs, and distributor engagement </li><li>Exceptional communication and presentation skills, with the ability to clearly articulate value and strategy </li><li>Strong business acumen and ability to coordinate sales efforts across teams and regions </li><li>Ability to thrive in a fast-paced, growth-oriented environment and build strong, trust-based relationships across the partner ecosystem </li><li>Bachelor's degree or equivalent experience (technical sales or cybersecurity background is a plus, but not required) </li></ul> <p>As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.</p> <p>#LI-AW1</p>