In this senior, individual-contributor role, you drive joint pipeline with AWS and CrowdStrike across EMEA, blending partner management with proactive business development. You will forge and expand alliance relationships, enable cross-functional sales, and build cloud marketplace activity from the ground up. The role centers on achieving commercial outcomes through partnerships and joint customer activities. This is a high-impact, growth-focused position at a fast-moving cloud security company with a strategic emphasis on AWS and CrowdStrike.
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 organization to convert relationships into joint opportunities
Develop cloud marketplace activities to accelerate growth and win rates across Cato’s global sales organization
Formalize and expand technological alliances and partnerships with peer security vendors
Assist sales teams in leveraging AWS Marketplace to transact and understanding marketplace deal mechanics
Plan and execute joint partner and customer activities (roundtables, events, enablement sessions) with pipeline generation as the objective
Own revenue targets and activity-based objectives for partnerships, including areas with complex revenue attribution
Collaborate with product alliances, product marketing, field marketing and regional sales using existing content and playbooks to deliver joint activities
Key requirements
Experience in alliances with track record of generating pipeline and driving commercial outcomes through partners
Practical experience with cloud marketplace transactions; ability to explain value and process to sales teams; AWS Marketplace preferred; Azure Marketplace experience welcome
Proactive business development approach: opportunity finding, mobilizing partners and sales teams, and being accountable for targets
Ability to build productive relationships across partner organizations and internal commercial teams
Availability for regular travel across EMEA (around 50%), with higher travel early on
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