Microsoft Partner Program Manager

Barracuda Networks Campbell , CA 95011

Posted 1 week ago

The Partner Program Manager is responsible for defining and driving programs and relationships within the Barracuda partnership with Microsoft to create best practices across three motions: Build With, GTM and Co-Sell. These all play a key part in Barracuda's success with Microsoft, specifically through growing our Microsoft solutions business. In its simplest form, we want to:

  • Build With: Develop meaningful and differentiated solutions with Microsoft

  • GTM: Take those solutions to market, leveraging the power of our partnerships and ecosystems

  • Co-Sell: Engage in the Microsoft and Barracuda field organizations and with the relevant channels to grow sales momentum and scale revenue

This is a highly cross-functional and cross-company role. The role will own, manage, coordinate and/or contribute to the following:

Build With Ensure Barracuda develops solutions that solve customer problems on Azure

  • Drive engineering, product management and product marketing alignment

  • Leverage Barracuda's Cloud Competencies and OCP Globally Managed status to drive:

  • Ongoing product and roadmap discussions to align with Microsoft's rapid innovation

  • Early access to programs and betas/pilots

  • Opportunities to deliver "better together" solutions that are engineered for Azure

  • Organizational understanding and alignment between Microsoft and Barracuda

  • Best practices: use cases, reference architectures, Quickstarts, ARM templates, etc.

  • Work cross functionally to develop solution positioning and thought leadership

  • Drive launch plans with Microsoft and attend relevant partner meetings and events

GTM Align solutions with priorities and programs at Barracuda and Microsoft

  • Work with Product Marketing to develop, execute and maintain the joint Annual GTM plans

  • Includes budget and OCRs aligned with Microsoft's fiscal calendar (July June)

  • Coordinate plan and funding review/approval by stakeholders at both companies

  • Secure co-funding from Microsoft to execute GTM plans

  • Includes workflow, tracking, reimbursement, approvals, contracts, reporting

  • Work with Marketing to plan/execute demand gen, events, social media, PR, campaigns

  • Manage ISV Competencies and ensure that we maintain our current Gold status

  • Manage Microsoft Marketplaces and navigate other routes to market (CSP, etc.)

  • Align with Microsoft's publishing guide, logo builder and guideline requirements across all activities

Co-Sell Leverage Barracuda's top-tier One Commercial Partner (OCP) status to drive revenue

  • Lead Co-Sell strategy and tools

  • Own and maintain co-sell readiness and related systems (OCP Catalog, PSC, etc.)

  • Maintain opportunity tracking across Microsoft business segments and programs

  • Train, drive awareness, and evangelize with Microsoft sellers and channel reps. Includes events: Ready, DTA, IP Co-Sell Days, Cloud Bootcamps, Partner Power Hour

  • Work with sales and marketing to create and execute programs/plays and incentives

  • Scale, ISV-Co-Sell, IP Co-Sell, P2P, Play-in-a-Box (PiB), Partner Demand Center, etc.

  • Success is qualified leads that convert to meaningful revenue for both companies

  • Identify and execute on opportunities to pursue unique differentiators/awards:

  • Partner of the Year, Preferred Solutions (AMP), Co-Sell Preferred (in OCP), etc.

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Microsoft Partner Program Manager

Barracuda Networks