Manager, Channel Business
Job ID 27-008
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. Barracuda MSP is on the cutting edge of data security, delivering an exceptional customer experience for its channel partners. Serving over 2000 partners, and nearly 40,000 small businesses, Barracuda MSP is helping to ensure that no small business goes out of business from data loss.
We know a diverse workforce adds to our collective value and strength as an organization. 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:
The Channel Sales Manager is responsible for leading Barracuda’s channel sales strategy and driving revenue growth through a diverse ecosystem of partners, including MSPs, VARs, distributors, and cloud marketplace providers. This role oversees partner recruitment, enablement, and performance management, ensuring strong alignment with Barracuda’s global sales objectives. The ideal candidate brings deep experience in cybersecurity or cloud-based technologies and a proven ability to build high-performing channel organizations.
What you’ll be working on
- Develop and execute a comprehensive channel sales strategy aligned with corporate goals.
- Lead, mentor, and manage a team of channel business managers and partner development professionals.
- Identify and cultivate new channel opportunities to expand market reach and revenue potential.
- Build and maintain strong relationships with strategic partners to drive pipeline development and sales execution.
- Collaborate with partners to develop joint business plans, marketing initiatives, and go-to-market strategies.
- Own channel revenue targets and ensure accurate forecasting across assigned territories or segments.
- Drive execution of partner incentive programs, MDF investments, and co-selling initiatives.
- Analyze channel performance metrics and provide regular reporting to senior leadership.
What you bring to the role
- Extensive experience in channel sales leadership within cybersecurity, SaaS, or cloud technology industries.
- Demonstrated success in building, scaling, and managing channel ecosystems.
- Strong understanding of MSP business models, cloud marketplaces, and subscription-based revenue structures.
- Exceptional communication, negotiation, and executive-level relationship-building skills.
- Strong analytical and strategic planning capabilities.
- Ability to travel as required.
- 7+yrs working in channel focused role
- 3+yrs in a channel management position
- Bachelor’s degree in sales, business administration or equivalent
What you’ll get from us
A team where you can voice your opinion, make an impact, and where you and your experience are valued. Internal mobility – there are opportunities for cross training and the ability to attain your next career step within Barracuda.
- Equity, in the form of non-qualifying options
- High-quality health benefits
- Retirement Plan with employer match
- Career-growth opportunities
- Flexible Time Off and Paid Time Off benefits
- Volunteer opportunities
The anticipated on-target earnings range for this role is $170,000 - $240,000 OTE. Actual compensation offered will be dependent upon the individual's skills, experience, and qualifications as they directly relate to the requirements of the position, the budget for the position, and applicable employment laws.
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