Director of Distribution

Job ID: 24-217

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 220,000 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.

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

Reporting to the VP, Channels Americas, your role as the Director of Distribution, Americas Channels at Barracuda will be to drive sales growth through a portfolio of resellers, distributors and strategic partners. As a leader your deep and broad channel sales experience, executive presence, and in-depth understanding of the processes, systems and tools will ensure a “partner focused” go-to-market strategy.

You will work closely and collaborate cross functionally with regional sales leaders, marketing, operations and product management to develop and implement strategies and tactics to maximize channel effectiveness. You will leverage your proven set of skills in channel sales strategy, leadership and people management, sales enablement, channel marketing, training and relationship building to accelerate Barracuda’s revenue growth.

What You’ll Be Working On

• Overall responsibility for the North America distribution channel strategy and inside channel representative team.
• Develop and implement strategic plans with Distribution partners that evolve Barracuda’s brand in the North America Region and exceed sales goals, while ensuring the optimal use of resources
• Lead, transform and empower inside channel sales team with responsibilities that align to corporate initiatives
• Build and maintain strong relationships with distribution partners, ensuring effective collaboration and alignment of goals targeting high growth in the security and email protection markets.
• Define and implement metrics needed to evaluate the overall effectiveness and performance of distribution partners and inside channel representative team.
• Creates and execute business plans to generate pipeline and exceed revenue, training, and marketing, goals as well as certifications.
• Serve as the voice of Barracuda to the distribution channel providing insight, market intelligence and strategies for achieving mutual business objectives. Evangelize our vision, product strategy and priorities to partners, channel analysts, and other external stakeholders. Speak at conferences and engage with press around Barracuda’s channel.
• Develop and maintain a high performing team. Reinforce a culture that sets a high bar for performance and promotes accountability and results. Ensure the recruitment and retention of top talent, addressing all aspects of employee engagement and satisfaction.
• Handle strategic escalations and be the face of the sales organization when challenges arise.
• Develop and execute strategies to accelerate the distribution of Barracuda’s products and services through alliance partnerships (AWS, Microsoft)

• Develop best in class digital optimization and supply chain practices including but not limited to API Integration, Forecasting, CPFR, and partner pipeline management
• Lead forecasting + forecasting accuracy to develop predictability for gross revenue/net sales/gross margin

• Monitor and analyze distribution metrics and performance indicators to identify areas for improvement and implement appropriate solutions

• Collaborate with cross-functional teams, including operations, sales, marketing, and finance, to align distribution strategies with overall business objectives

What You Bring To The Role

• Minimum 10+ years of executive-level experience in distribution and leading sales channel teams.
• Minimum of a BA in a relevant field.
• Ability to drive results at both the high / strategic level and at the line-management level.
• Demonstrated a clear track record of working collaboratively with internal and external parties across all the company to drive collective success and has built key relationships, managed and mentored a strong team of high performers.
• Ability to develop clear, concise but specific presentable strategic plans to Senior Leaders.
• Strong executive presence and financial acumen.
• Proficiency in Salesforce.com
• Demonstrated ability to maintain high attention to detail and accuracy in forecasting monthly, quarterly and annual sales for the business.

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

Individuals in Colorado, California, New York City, Washington State, and Westchester County (NY) are not eligible to apply for this position.

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