Barry Foster

About Barry Foster

Many technology companies invest heavily in channel partners but still struggle to generate predictable revenue. I solve that problem. I build high-performing partner ecosystems that produce measurable pipeline, accelerate deals, and deliver consistent revenue growth. Over my career, I\'ve helped technology companies turn partner relationships into scalable growth engines across Cybersecurity, SaaS, Cloud Infrastructure, Hospitality, Healthcare and Enterprise platforms. How I drive results:1⃣ Recruit strategically - Identify partners with real market access and technical capability - not just shelf presence. 2⃣ Enable relentlessly - Build partner competencies through targeted training, joint selling and hands-on deal support. 3⃣ Drive accountability - Implement KPI\'s, forecasting discipline and structured business reviews that keep revenue moving.The outcome: 55% YoY channel revenue growth generating $16M in net-new business 100% partner network expansion in year one with 80% pipeline growth 90% improvement in forecasting accuracy through disciplined reporting 105% average quota attainment across multiple years Built a Hospitality vertical from the ground up with 100% YoY growthI believe the most successful partner ecosystems treat partners like an extension of the direct sales team - with the same expectations, support and accountability. If your organization wants a partner channel that produces real pipeline instead of massive passive relationships, let\'s connect.#ChannelSales |#CybersecurityPartners |#SaaSGrowth |#PartnerEnablement |#RevenueGrowth |#CloudSales |#ChannelLeadership |#OpenToWork

Experience

1. Senior Channel Sales Manager

   Alcatel-Lucent Enterprise

   Jul 2019 — Present · Austin, TX, US

   Directed channel sales strategy and partner ecosystem growth across the Western U.S, overseeing revenue-driving initiatives with key MSSPs, VARs, and system integrators.• Built and expanded strategic relationships with assigned partners to accelerate pipeline growth, drive customer acquisition, and deepen partner commitment.• Led quarterly business reviews (QBRs) with top-tier partners to assess performance, align GTM strategies, and ensure target achievement.• Recruited, enabled, and onboarded high-potential regional partners and global system integrators, expanding territory coverage and contributing to double-digit YoY channel growth.• Partnered with Marketing to execute co-branded campaigns, joint webinars, and demand generation programs, resulting in a 30% increase in partner-driven pipeline.• Co-developed joint business plans with partner executives, aligning sales, marketing, and enablement activities to regional objectives and accelerating quota retirement.• Oversaw day-to-day channel operations including territory planning, partner enablement, lead generation, and execution of joint marketing events across the Western U.S.• Represented the company at industry conferences and trade shows, generating net-new leads and expanding brand visibility among channel and enterprise prospects.• Achieved 105% of annual revenue quota in year one through strategic partner-led sales initiatives and ecosystem expansion.

Education

• DeVry University

  Bachelor of Science - BS, Telecommunications Management| Electrical Engineering