Navigating Career Paths In Tech: A Conversation With Barb Huelskamp
In this episode of Channel Women in Security, host Cass Cooper sat down with Barb Huelskamp, global channel leader at SolarWinds, to talk about her career journey, the importance of advocacy, and the opportunities available for women in the IT channel and cybersecurity.
Barb Huelskamp’s story is proof that career growth in the channel doesn’t have to follow a straight line. With self-advocacy, confidence and openness to new opportunities, women can not only build meaningful careers but also shape the future of cybersecurity and the IT channel.
Barb, for those who may not know you, can you share a little about your career and how you came into your current role?
Barb Huelskamp:
I’ve been in the channel for decades, though I actually started in sales. I made the leap from sales into channels back in the mid-1990s and realized quickly that this was my home. Over the years, I’ve worked for ISVs, a hyperscaler and even a reseller.
What drew me to SolarWinds was their commitment to the channel. That came through clearly in conversations with the C-suite, in their 10K before going private, and in the 11 interviews I had throughout the process. You can’t fake that level of alignment. Just as important was the culture—they don’t just talk about values, they build them into their programs, their hiring and their collaboration.
You mentioned culture and diversity. How has your own background shaped your leadership journey?
I see it as an asset. Early in my career, I was often the only woman in the room. I’m tall, blonde, and assumptions were made before I even opened my mouth. But once people realized I knew what I was talking about, I could literally see them sit up straighter.
I’ve learned to embrace those moments. Today, there are still fewer women in channel chief roles, but I bring not only my perspective as a woman but also diverse experiences from public and private companies, large and small organizations, and multiple sides of the channel ecosystem.
For women who want to follow a similar path into channel leadership, what advice would you give?
First, advocate for yourself. Women often feel they need to check every box before applying for a role, while men don’t hesitate to put themselves forward. Don’t underestimate your potential.
Second, build each other up. Nominate women for leadership roles, encourage them to apply, and proactively send references. Confidence grows when we see others believe in us.
Finally, learn from your experiences. Whether you’ve been working for five years or 25, you’ve got lessons to share. Trust those.
What gives you confidence in your own leadership?
It comes from experience. I remember the first time I realized I was influencing decisions because of lessons learned in past roles, what worked, what didn’t and why. That’s when you see your perspective shaping outcomes. That builds confidence.
Let’s talk about career stages. What opportunities do you see for women later in their careers who may be pivoting to new roles?
Take a risk on yourself. Careers don’t always move in a straight line. I had periods where I took lateral moves that eventually set me up for executive leadership.
For women later in their careers, it’s about identifying what parts of your role you love. I’ve seen people pivot into chief of staff, sales operations, or broader business roles where they can use their experience to improve processes. You still have a lot to contribute ,sometimes it’s just about finding a new way to use your expertise.
We can’t ignore AI. How do you see it impacting your work and the channel overall?
I use AI personally and professionally. I’ll feed in something I’ve written to see how it can be improved or use it to surface perspectives I might not have considered.
From a program standpoint, predictability matters for partners. The question is: How do you innovate and disrupt in ways that move things forward without leaving partners behind? AI helps us think more strategically about that balance.
Any final advice you’d share with women building their careers in security and the channel?
Don’t get stuck thinking your career has to be linear. Sometimes lateral moves give you the exact experience you’ll need to step into leadership later. And don’t let imposter syndrome hold you back. Confidence comes from having your perspectives welcomed and integrated into decision-making. Seek out those environments and when you’re in a position to, create them for others.