Barracuda · 1 week ago
VP, Americas Channel Sales
Alpharetta, GA
Full-time
Hybrid
Director/Executive
10+ years expBarracuda is a leading cybersecurity company providing complete protection against complex threats. The VP, Americas Channel Sales will be responsible for building and scaling the indirect go‑to‑market engine across the Americas, owning the strategy, execution, and revenue performance of the company’s cybersecurity partner ecosystem.
Cloud InfrastructureEnterprise SoftwareSecuritySoftware
Responsibilities
Develop and execute a cybersecurity‑specific channel strategy aligned with threat trends, compliance requirements, and enterprise buying patterns
Build a scalable ecosystem of partners specializing in security operations, identity, cloud security, zero trust, threat detection, and managed security services
Own channel revenue, forecasting, and quota attainment across the Americas
Lead and grow a high‑performing team of Channel Account Managers, Partner Development Managers, and Channel Operations professionals
Recruit partners with deep cybersecurity expertise, including MSSPs, MDR providers, incident response firms, and cloud security integrators
Establish partner tiering, performance metrics, and specialization tracks (e.g., SOC, identity, cloud, OT security)
Build joint business plans with strategic partners to drive pipeline, co‑marketing, and co‑selling motions
Oversee partner enablement programs including technical certifications, SOC‑focused training, and security architecture workshops
Optimize partner incentives, deal registration, and MDF programs to drive predictable pipeline growth
Ensure partners can effectively position the company’s cybersecurity value proposition against competitors and emerging threats
Drive partner‑sourced and partner‑influenced pipeline through joint campaigns, threat‑focused events, and field collaboration
Align closely with regional sales leaders to ensure seamless execution between direct and indirect sales motions
Monitor competitive activity, threat landscape shifts, and regulatory changes (e.g., NIST, CISA, SOC 2, HIPAA, PCI) to adjust strategy
Work with Product and Engineering to influence roadmap priorities based on partner and customer security needs
Collaborate with Marketing to build cybersecurity‑focused partner campaigns and demand‑gen programs
Partner with Customer Success to ensure partners deliver high‑quality deployments and ongoing security outcomes
Growth in partner‑sourced and partner‑influenced cybersecurity revenue
Recruitment and activation of high‑value security partners (MSSP, MDR, SI, cloud security)
Partner certification, specialization, and enablement progress
Forecast accuracy and quota attainment
Increased market coverage and competitive win rates
Qualification
Required
10+ years of experience in cybersecurity channel leadership, partner ecosystems, or indirect GTM
Proven success scaling a quota‑carrying channel organization in cybersecurity, cloud security, identity, or threat detection
Deep understanding of the Americas cybersecurity market, including MSSP/MDR models, SOC operations, and security buying cycles within our ICP
Strong executive presence and ability to influence C‑suite leaders at partner and customer organizations
Experience building partner programs that drive predictable indirect revenue in a competitive security landscape
Ability to travel across the region as needed
Benefits
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
Company
Barracuda
Barracuda is a leading global cybersecurity company providing complete protection against complex threats for all size business.
1001-5000 employees
H1B Sponsorship
Barracuda has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (7)
2024 (6)
2023 (10)
2022 (13)
2021 (12)
2020 (9)
Funding
Current Stage
Late StageTotal Funding
$61MKey Investors
Menlo VenturesPalomar Ventures
2007-09-17Acquired
2005-10-17Series Unknown· $15M
2003-04-08Series C· $20M
Leadership Team
Hatem Naguib
Chief Executive Officer
Fleming Shi
Chief Technology Officer
Recent News
2024-04-24
2024-04-24
Company data provided by crunchbase