Channel Business Manager
Job Summary
Job Description
The Channel Business Manager at Barracuda Networks is responsible for building and maintaining relationships with key strategic partners. This role involves developing and executing go-to-market strategies, setting sales goals, optimizing channel operations, and leading marketing/sales campaigns. The ideal candidate will have 5-8 years of experience in account management, channel management, or a related field, possess strong leadership skills, and be proficient in partner relationship management and consultative selling. Responsibilities include mentoring team members, driving partner engagement, and improving lead generation and conversion rates. The position requires expertise in technical sales, product knowledge, and KPI monitoring and analysis.
Must have:
- Partner Relationship Management
- Go-to-market Strategy
- Channel Management
- KPI Monitoring & Analysis
- Lead Generation & Conversion
- Stakeholder Management
Good to have:
- Technical Sales
- Product Knowledge
- Consultative Selling
- Cross-functional Collaboration
Perks:
- Internal Mobility
- Equity (Non-qualifying options)
9 skills required
Job Details
Req ID: 25-401
Come Join Our Passionate Team! At Barracuda, we make the world a safer place. We believe every business deserves access to cloud-enabled, enterprise-grade security solutions that are easy to buy, deploy, and use. We protect email, networks, data and applications with innovative solutions that grow and adapt with our customers’ journey. More than 200,000 organizations worldwide trust Barracuda to protect them — in ways they may not even know they are at risk — so they can focus on taking their business to the next level.
We know a diverse workforce adds to our collective value and strength as an organization. Barracuda Networks is proud to be an employer that complies with all applicable national, state and local laws pertaining to nondiscrimination and equal opportunity regardless of race, gender, religion, sex, sexual orientation, national origin, or disability.
Envision yourself at Barracuda
The Channel Business Strategic Manager is responsible for developing and maintaining relationships with Barracuda’s key strategic partners, guiding them to position Barracuda’s products and solutions appropriately, setting strategic sales growth goals in collaboration with executive leadership. They implement policies to optimize channel operations and leads initiatives to enhance partner performance and satisfaction. They also oversee the development and execution of large-scale marketing and sales campaigns.
What you’ll be working on:
- Builds and maintains relationships with Barracuda’s strategic partners and industry influencers to identify and develop successful business opportunities
- Collaborates with executive leadership to set strategic goals and priorities for the channel team, ensuring alignment with the company’s vision
- Develops go to market strategy for partnerships, articulates value of Barracuda’s platforms and services, and educates partners on how to position Barracuda products effectively
- Develops and implements policies and procedures to optimize channel operations, ensuring efficiency and effectiveness
- Provides mentorship and support to associates, leads, and managers within the channel team, fostering their professional growth and development
- Leads the implementation of projects and initiatives to enhance partner engagement, performance, and satisfaction
- Oversees the development and execution of large-scale marketing and sales campaigns, driving brand awareness and revenue
- Drives continuous improvement and innovation within the channel organization, ensuring the company remains competitive and forward-thinking
- Applies expert knowledge of varied concepts in their area of channel account sales to address challenges
- Works in a domain-oriented manner across cross-functional teams on sales project(s)
- Employs a high standard of domain specific judgement to tackle open-ended problems that are difficult to prioritize, and define what/how things are done
- Collaborates with the larger channel sales teams to develop lead generation strategies and improve conversion rates
- Provides strategic support to channel sales team by developing retention strategies and managing key accounts
What you bring to the role:
- Bachelor’s/master’s degree in sales, business administration or equivalent
- Ideally between 5-8 years of experience with bachelor's or 4-7 years of experience with master's in areas such as account management, channel management or equivalent
- Partner Relationship Management
- Technical Sales
- Product Knowledge
- Go to market Strategy
- Consultative Selling
- Channel Management
- KPI-Monitoring and Analysis
- Stakeholder Management
- Cross-Functional Collaboration
- Effective Communication
- Empathy
- Customer Focus
- Adaptability
- Critical Thinking
- Conflict Resolution
- Team Building
What you’ll get from us:
A team where you can voice your opinion, make an impact, and where you and your experiences are valued. Internal mobility – there are opportunities for cross training and the ability to attain your next career step within Barracuda. In addition, you will receive equity, in the form of non-qualifying options.
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