Manager, National Accounts

1 Month ago • 10 Years +

Job Summary

Job Description

Barracuda is a leading cybersecurity company seeking a dynamic Manager, National Accounts to accelerate their partnership with CDW. This player/coach role involves managing and developing a sales team while personally driving strategic deals. Responsibilities include cultivating executive relationships with CDW, developing annual business plans, leading enablement initiatives, and optimizing go-to-market strategies. The ideal candidate will have over 10 years of experience in national accounts or channel sales, specifically with CDW, and a proven track record as a "player/coach" leader. Strong collaboration, executive presence, and financial acumen are essential.

Must have:

10+ years of experience in national accounts or channel sales
Proven success managing and growing business with CDW
Demonstrated "player/coach" sales leadership abilities
Exceptional executive presence and financial acumen
Strong track record of cross-functional collaboration
Proficiency in Salesforce.com

Good to have:

Experience with cloud, storage, IT hardware, software, or services
Ability to craft compelling strategic plans
Results-oriented mindset
Bachelor's degree (BA/BS)

Perks:

Equity in the form of non-qualifying options
High quality health benefits
Retirement plan with employer match
Opportunities for cross-training and career advancement

7 skills required

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Job Details

Req ID 26-168

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 is committed to a candidate selection process and work environment that is inclusive and barrier free. To ensure candidates are assessed in a fair and equitable manner, accommodations can be provided to prospective employees in accordance with local accessibility laws. Barracuda Networks is proud to be an Equal Opportunity Employer, committed to equal employment opportunity and equitable compensation regardless of race, gender, religion, sex, sexual orientation, national origin, or disability.

Envision Yourself at Barracuda

Are you a dynamic sales leader with a proven track record of success within the CDW ecosystem? Do you thrive in a "player/coach" role, empowering your team to excel while personally driving strategic deals? Barracuda is seeking an exceptional Manager, National Accounts to own and accelerate our partnership with CDW, from C-level executive engagement to front-line sales enablement.

In this pivotal role, you will be the architect of our go-to-market strategy within CDW, balancing direct sales responsibilities with inspiring and developing a high-performing team. You will be instrumental in expanding Barracuda's footprint, driving pipeline growth, and solidifying our position as a preferred security solution provider within one of our most strategic partnerships.

Selected candidate must reside in Chicago, IL area.

What You'll Be Doing:

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.

What You Bring to the Role:

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.

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, high quality health benefits, and a retirement plan with an employer match.

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