Manager, National Accounts

Req ID 26-168

Envision Yourself at Barracuda

• Strategic Partnership Leadership:
• Cultivate and deepen executive-level relationships across CDW, from C-suite to key sales and technical leaders.
• Develop and execute comprehensive annual business plans and quarterly business reviews that drive significant revenue growth and market share within CDW.
• Act as the primary point of contact for strategic partner escalations, ensuring swift and effective resolution to maintain strong relationships.
• Player/Coach Sales Leadership:
• Lead, mentor, and develop a team of national account sales representatives, fostering a culture of accountability, continuous improvement, and overachievement of individual and team quotas.
• Maintain a personal sales pipeline, actively engage with key clients, and close strategic deals that contribute directly to team targets.
• Drive rigorous pipeline management and accurate forecasting, ensuring predictable and consistent results.
• Go-to-Market Innovation & Execution:
• Design, implement, and continuously refine innovative sales strategies and processes tailored to the unique dynamics of the CDW partnership.
• Collaborate cross-functionally with Barracuda's marketing, product, and sales engineering teams to develop and execute integrated sales and marketing campaigns that accelerate pipeline and revenue.
• Lead enablement initiatives for Barracuda team members, equipping them to effectively engage and drive sales with CDW's sales, marketing, and technical teams.
• Leverage market intelligence and industry trends to identify new opportunities and optimize our go-to-market approach.
• Channel Optimization:
• Build and strengthen relationships with channel partners, identifying opportunities for joint pipeline generation and maximizing partner leverage.
• Continuously evaluate the effectiveness of go-to-market strategies to ensure alignment with company objectives and maximize ROI.

• 10+ years of progressive experience in national accounts or channel sales, with a significant portion of that experience directly managing and growing business with CDW. (Experience with cloud, storage, IT hardware, software, or services preferred).
• Proven success as a "player/coach" leader, demonstrating the ability to both manage and inspire a sales team while personally driving significant sales results.
• Exceptional executive presence and highly developed financial acumen, enabling effective engagement with senior leadership internally and externally.
• Strong track record of collaboration with cross-functional teams (marketing, product, sales engineering, etc.) to achieve shared goals.
• Demonstrated ability to craft clear, concise, and compelling strategic plans for senior leadership.
• Results-oriented mindset with the ability to drive success at both the strategic partnership level and the day-to-day line management level.
• Proficiency in Salesforce.com for pipeline management, forecasting, and reporting.
• Bachelor's degree (BA/BS) preferred.