Role Overview:

We are seeking an experienced and strategic Channel Business Manager to drive growth and excellence across Barracudas partner ecosystem. In this pivotal role, you will lead partner engagement strategies, develop high-impact go-to-market plans, and collaborate cross-functionally to elevate channel performance. You will serve as a trusted advisor to our strategic partners, aligning them with Barracudas long-term vision and enabling them to deliver transformative value to customers.

This role is ideal for a driven, high-performance leader with a deep understanding of the channel landscape, exceptional relationship management skills, and a track record of scaling channel revenue in the cybersecurity or enterprise SaaS domain.

Key Responsibilities:

- Own strategic partner relationships: Cultivate and manage high-value relationships with key partners, MSPs, VARs, and global systems integrators to drive mutual growth and joint success.

- Define and execute channel strategy: Partner with executive leadership to build and implement scalable GTM strategies, ensuring alignment with Barracudas growth priorities and market positioning.

- Enable channel success: Lead enablement initiatives to ensure partners are equipped with the knowledge, tools, and messaging to effectively position and sell Barracuda solutions.

- Drive revenue growth: Architect and execute high-impact co-marketing and co-selling initiatives, accelerating pipeline generation and deal velocity through the channel.

- Partner performance management: Analyze and improve partner performance metrics, onboarding effectiveness, and pipeline health. Identify opportunities for upsell, cross-sell, and retention.

- Lead cross-functional collaboration: Work closely with sales, marketing, product, and operations teams to deliver a seamless partner experience and align execution across the business.

- Mentor and lead channel teams: Provide guidance and support to internal channel account managers, fostering a high-performance culture focused on accountability, innovation, and results.

Required Qualifications:

- 8+ years of experience in channel sales, channel marketing, or partner management within the cybersecurity, cloud, or enterprise SaaS industry.

- Proven track record of developing and scaling partner ecosystems and delivering on aggressive revenue targets.

- Strong understanding of partner business models (MSPs, MSSPs, VARs, SIs) and partner lifecycle management.

- Exceptional communication, presentation, and negotiation skills, with the ability to influence at all levels of an organization.

- Demonstrated experience leading cross-functional initiatives and managing complex, multi-stakeholder relationships.

- Bachelor's degree required; MBA or advanced degree preferred.

- Strong proficiency in CRM, PRM platforms, and partner analytics tools.

Preferred Attributes:

- Strategic thinker with the ability to translate vision into actionable plans.

- Self-starter with a passion for building programs from the ground up.

- Comfortable in a fast-paced, dynamic environment with a strong sense of ownership and urgency.

- Deep understanding of current market trends, competitive landscape, and emerging technologies in cloud security.