AVP, Sales Engineering EMEA

This is an opportunity to build and lead Cato Networks' Sales Engineering organization across EMEA and play a central role in a fast-paced, high-growth business. At Cato Networks, we are transforming networking and network security through a cloud-native platform that converges security and connectivity into a single global service. Our infrastructure spans five continents, our customer base is growing rapidly, and our teams work closely across sales, product, and customer-facing functions to help organizations modernize securely. If you are excited by building high-performing technical teams, shaping regional strategy, and helping customers adopt a new approach to secure networking, this role offers the chance to make a meaningful impact.

Responsibilities

• Establish a clear vision, operating rhythm, and technical priorities for the Sales Engineering organization across EMEA.
• Lead, recruit, develop, and retain a high-performing team of regional and in-country Sales Engineers and frontline managers.
• Partner closely with regional sales leadership to drive technical win rates, pipeline quality, and predictable revenue outcomes.
• Act as the executive technical sponsor for strategic opportunities, supporting complex evaluations, proof-of-value motions, and large customer engagements.
• Standardize pre-sales methodologies, discovery frameworks, demo excellence, and technical qualification practices across the region.
• Coach teams on business value selling, technical storytelling, competitive positioning, and executive-level customer engagement.
• Build strong relationships with channel, alliance, and service-provider technical teams to expand regional reach and execution quality.
• Collaborate with Product Management, Product Marketing, Customer Success, Support, and R&D to surface market feedback and influence roadmap priorities.
• Drive accurate inspection of technical pipeline, resource allocation, regional capacity planning, and risk management across the business.
• Represent Cato Networks externally through customer meetings, partner events, industry forums, and executive briefings.
• Create a culture of accountability, curiosity, teamwork, and technical excellence across the EMEA Sales Engineering function.

Qualifications

• Proven experience leading pre-sales or Sales Engineering teams in cybersecurity, networking, SASE, SSE, SD-WAN, or adjacent cloud-delivered infrastructure markets.
• Strong track record of scaling and coaching distributed technical teams across multiple countries and cultures.
• Experience partnering with enterprise sales leadership on strategic deals and complex regional go-to-market motions.
• Ability to engage credibly with both executive buyers and deeply technical stakeholders.
• Strong understanding of security architectures, modern networking, and cloud-based platform adoption.
• Demonstrated success improving technical win rates, team performance, and pre-sales operating discipline.
• Excellent communication, presentation, and leadership skills.
• Experience working cross-functionally with product and customer-facing teams to influence outcomes.
• Willingness to travel across EMEA as needed.
• A technical degree or equivalent practical experience is an advantage.
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