Channel Business Manager
Job Summary
Job Description
The Channel Business Manager is responsible for developing and maintaining relationships with key strategic partners, guiding them to position Barracuda's products and solutions, and setting strategic sales growth goals. This role involves implementing policies to optimize channel operations, leading initiatives to enhance partner performance, and overseeing large-scale marketing and sales campaigns. Responsibilities include building partner relationships, collaborating on strategic goals, developing go-to-market strategies, implementing channel policies, mentoring team members, and overseeing marketing/sales campaigns. The ideal candidate will have 5-8 years of experience in account or channel management, demonstrating expertise in partner relationship management, technical sales, product knowledge, go-to-market strategy, and channel management.
Must have:
- Partner Relationship Management
- Technical Sales Expertise
- Go-to-Market Strategy Development
- Channel Management
- Stakeholder Management
7 skills required
Job Details
Req ID: 25-512
Come join our passionate team! Barracuda is a leading cybersecurity company providing complete protection against complex threats. Our platform protects email, data, applications, and networks with innovative solutions, and a managed XDR service, to strengthen cyber resilience. Hundreds of thousands of IT professionals and managed service providers worldwide trust us to protect and support them with solutions that are easy to buy, deploy, and use.
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.
Job Profile Summary:
The Channel Business 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.
Responsibilities:
- 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'll bring to the role:
- Ideally between 5-8 years of experience as an account manager or channel manager
- Partner Relationship Management
- Technical Sales
- Product Knowledge
- Go to market Strategy
- Consultative Selling
- Channel Management
- KPI Monitoring and Analysis
- Stakeholder Management
- Bachelor’s/master’s degree in sales, business administration or equivalent
- Cross-Functional Collaboration
- Effective Communication
- Empathy
- Customer Focus
- Adaptability
- Critical Thinking
- Conflict Resolution
- Team Building
#LI-Remote
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