Channel Account Manager

Overview

We are currently hiring for a Channel Account Manager to join our sales team within our Meeting Experience business unit, specifically on our Clickshare team.

For this position, candidates must reside in the Houston, TX or Austin, TX and will be covering South Texas and Louisiana.

This position will be responsible for acquiring new customers and managing our regional channel partners in the territory. A Barco Business Development Manager must effectively network and communicate with end-users, channel partners, consultants, and ecosystem partners, to ensure that the company’s value proposition is clearly understood and accepted.

Required competencies
• Reach personal sales target on Barco products. 
• Define and onboard new resellers for Barco in the market. Act as SPOC for those new Partners, devise a Business plan including performance targets and investment plan as well as review performance during QBRs. 
• Onboard/activate existing Barco resellers as per target plan and collaborate with the existing Barco Account Manager: Take over the support of the Partners and the opportunities with those targeted resellers. 
• Support Partners with technical / sales expertise on the Barco range aiding specification of our products. 
• Proactively deliver product training / updates to identified channel partners. 
• Support lead generation via Shows/ Demonstrations/ sales floor engagement etc. 
• Manage process of lead distribution to Partners. 
• Market the company, ensuring that the organization receives positive exposure to enhance the brand image in the region. 
• Following up on leads identified at end customer level by the Business development team or coming from the consultant team: Analyze the customers’ needs and provide the appropriate value proposition in return. Ensure customer expectations are met orexceeded. 
• Keep up-to-date all sales opportunities in the company's CRM system. 
• Provide and achieve meaningful consolidated sell in forecast from Partners’ Regions on a monthly base as per Barco financial forecasting methodology. 
• Monitor technology and market factors and provide market intelligence to Sales management and Segment marketing.

Required Skills
• Education: 
Bachelor’s or master’s degree (business, marketing, engineering) or equivalent 
combination of education and experience.
• Experience: 
5-7 years of proven sales experience in related industry/technologies.
o Strong and assured communicating and presenting skills, able to gain personal 
credibility with client managers.
o Able to work effectively work across organizational and national boundaries.  
• Result management: 
o Eager to hunt new end customers and / or new contacts at different levels of the 
targeted account.
o High level sales negotiating skills with outstanding relationship building abilities

Up to 75% travel may be required