VP, Americas Channel Sales

Job ID 26-468

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 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 VP, Americas Channel Sales - Americas is the executive leader responsible for building and scaling the indirect go‑to‑market engine across the United States, Canada, and Latin America. This role owns the strategy, execution, and revenue performance of the company’s cybersecurity partner ecosystem—including MSSPs, VARs, distributors, GSIs, SIs, and technology alliances. This leader will drive partner‑sourced and partner‑influenced revenue, expand market coverage, and ensure partners are fully enabled to position, deploy, and support advanced cybersecurity solutions in a rapidly evolving threat landscape.

What you’ll be working on

Channel Strategy & Leadership

• 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.

Partner Recruitment & Ecosystem Expansion

• 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.

Enablement, Training & Program Management

• 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.

GTM Execution & Revenue Growth

• 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.

Cross‑Functional Collaboration

• 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.

Success Metrics

• 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.

What you bring to the role

• 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.

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

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