Director, Global Channel Operations
Job ID 25-009
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Envision yourself at Barracuda
Research shows the single most influential reason a partner will be loyal to a vendor is “ease of doing business”. Consequently, efficient and effective channel operations are a must. The Director of Global Channel Operations will be responsible for building operational scale and efficiencies into Barracuda’s channel business, both internally and externally with its diverse ecosystem of one-tier, two-tier, and MSP partners. This role will require the ability to work closely with internal stakeholders from various functional areas and business units around the world as well as with external transactional partners and software vendors.
Reporting to the VP, Global Sales Operations, the Director of Global Channel Operations will engineer channel operational processes and workflows, identify reporting and analytics needs, and partner with the CIO organization to increase the partners’ “ease of doing business” with Barracuda to ensure a scalable and efficient channel business.
The role will lead and optimize our channel operations with a specific focus on process improvement, automation, and workflow enhancement. In this role, you will be responsible for improving the efficiency of our channel operations, automating processes, and ensuring seamless integration of sell-through and MSP go-to-market motions.
What you will be working on:
- Establish, lead, coach, and develop a highly effective and productive Channel Operations team while exemplifying Barracuda’s core values
- Strategically partner with senior Channel leaders to translate business objectives into standard frameworks and system workflows to achieve revenue goals
- Analyze channel performance metrics, identify areas for enhancement, and collaborate on strategies to optimize channel success and revenue generation; provide business insights such as forecast metric curation, dashboard views, and channel scorecards
- Partner with Channel leaders in building and scaling out channel programs during the program strategy, business model development, and operating model definition to ensure a successful execution
- Drive operational improvement projects to optimize channel operations by streamlining processes, automating workflows, and enhancing efficiency in interactions with partners and distributors including quote to cash between Barracuda and our downstream channel partners
- Partner with the CIO organization to increase automation and integration with our partner community (e.g., use of EDI, API, PDF, or XML integration)
- Be responsible for the company’s Partner Relationship Management (PRM) platform and operational components of the partner portal
- Stay up-to-date with industry trends and best practices in channel operations, tools, and analytics
- Drive enhancement of the company’s Deal Registration workflow and tools to make it easy for partners to bring us business and to initiate co-selling with the Barracuda sales team
- Reduce touch and manual efforts for Barracuda and our channel partners including distributors, reseller partners, managed service providers, and alliance partners
- Work with the Barracuda’s Customer Success organization to incorporate our partners in the customers lifecycle management process by sharing tools, data/telemetry, and workflow
- Collaborate closely with channel partners to identify areas for operational improvement and ensure their needs are met
- Enhance the partner experience by improving Deal Registration and opportunity management processes
What you will bring to the role:
- Bachelor's degree in business, marketing, or related field.
- 7+ years of experience in channel operations-related roles at OEM/ISVs, distributors, MSPs, or large partners
- Extensive experience designing and implementing measuring frameworks to evaluate channel health
- Extensive knowledge of how vendors, distributors, partners, and related marketplaces integrate in order to publish SKU catalogs and transact the business in the quote-to-cash process
- Demonstrated ability to lead business process reengineering projects
- Proven ability to collaborate effectively with internal and external stakeholders
- Excellent leadership and management skills
- Strong analytical skills with the ability to identify and measure program success
- Excellent communication skills with the ability to communicate effectively with all levels of the organization and partners
- Ability to lead without authority
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
Campbell, CA only. The anticipated on-target earnings range for this role is $200,000 - $217,000 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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