Strategic Partner Development Manager

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Job ID: 24-654

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 employer that complies with all applicable national, state, and local laws pertaining to nondiscrimination and equal opportunity regardless of race, gender, religion, sex, sexual orientation, national origin, or disability.

Envision yourself at Barracuda.

Do you know your clients like you work there?

If you are looking for a standard transactional sales role, then this is probably not for you. If you want to genuinely work in partnership with your client base and be able to help them on their path to delivering cyber security excellence, then we want to hear from you.

Barracuda MSP is looking for a Strategic Partner Development Manager (SPDM) to join our rapidly growing team in our Reading office. They will have demonstrated experience working within the Cybersecurity Sector, preferably working for or with Managed Service Providers. Using strong communication skills, they will be responsible for building relationships across the region and enabling our partners to grow and succeed. Our Strategic Partner Development Managers work closely with our in-country Distribution partners to generate opportunities and add new MSP partners to our existing customer base.

This is an exciting opportunity to advance your career and make a difference with a fast paced and innovative global company, working within an enthusiastic team in a highly energised, focused division that has aggressive growth plans.

What you'll be working on:

• Consistently achieve or exceed sales goals and quarterly revenue benchmarks by qualifying and closing new business opportunities at mid-sized companies, with an emphasis on introducing Barracuda XDR as a key offering.
• Proactively engage and guide both new prospects and existing partners in discussions, emphasizing Barracuda XDR's strengths to meet end customers' cybersecurity requirements. It's essential to reinforce our capability to interact not only with MSPs but directly with end customers, ensuring the delivery of Barracuda XDR's message is clear, effective, and tailored to their specific security needs.
• Serve as a trusted advisor and recognized industry expert, thoughtfully positioning Barracuda XDR to address client requirements.
• Transform client feedback into strategic action plans to generate new business opportunities and mitigate competitive threats, negotiating win-win solutions by advocating for client needs.
• Work in close coordination with internal teams such as Sales Engineering, Operations, Product Management, and Account Management to ensure a seamless implementation process and to promote effective ongoing growth of accounts.
• Keep detailed and accurate records of daily activities, forecasts, and opportunity data in the company's CRM system.
• Articulate the benefits of Barracuda XDR to Managed Service Providers, guiding them in the implementation of effective cyber security practices and policies.
• Empower customers to incorporate Barracuda XDR services into their managed service offerings, enhancing their security posture.
• Foster successful business opportunities in partnership with customers, exceeding sales targets through both direct and indirect engagements.
• Engage in proactive assessment, validation, and responsiveness to partner needs, maintaining a continuous and consultative relationship.
• Implement regular account planning to uncover and capitalize on opportunities within your assigned region.
• Ensure efficient communication flow between customers, Sales Engineers, Partner Success teams, and Sales departments.
• Host and organize customer-focused events that provide value and enhance customer engagement with Barracuda XDR solutions.

What you bring to the role:

• Ideally 5+ years of MSP related sales experience.
• Value-based sales experience would be advantageous.
• Excellent organisation skills and desire to deliver an outstanding service to our customers.
• Experience of working in the MSP market is a plus.
• Experience or understanding of a SOC (security operation center).
• A strong understanding of Cybersecurity as a service in an MSP environment.
• Fluent oral and written English language skills essential.
• Other European languages are a plus.
• Fantastic rapport building skills and a positive attitude.

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, in addition to equity, in the form of non-qualifying options.

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