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Nanterre, FR

Date:  Oct 14, 2021
Job ID:  3881

Regional Channel Manager

Barco designs technology that makes everyday life a little better. Seeing beyond the image, we develop sight, sound, and sharing solutions to help you work together, share insights, and wow audiences. Our focus is on three core markets: Enterprise (from meeting and control rooms to corporate spaces), Healthcare (from the radiology department to the operating room), and Entertainment (from movie theaters to live events and attractions). With a team of over 3,300 employees, located all around the globe, we realized sales of 770.01 million euro in 2020. 


Job description:


Within our Enterprise division, business development with our Reseller Channel Partners is your challenge:


  • Develop adoption of the company Partner Program ‘Connect!’ by the assigned reseller channel
  • Manage & maintain the Partners’ Connect! status in line with the required certification criteria.
  • Be responsible for the business development of our Gold and Silver Partners, building relationships with key personnel and identifying new opportunities for Barco. Devise a yearly business plan with target settings, strategic directions and investments. Follow up on Gold Business plans via QBR with channel partners.
  • Explore and assess additional reseller channels in order to maximize revenue in consideration of the Barco Channel strategy.
  • Support Channel Partners with technical / sales expertise on the Barco corporate range aiding specification of our products or launch of new products in collaboration with our pre-sales and post sales Teams
  • Proactively deliver product training / updates to identified channel partners. 
  • Support lead generation via Shows/ Demonstrations/ sales floor engagement etc
  • Aid closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources. Maintain funnel up to date in CRM.
  • Contribute to the lead distribution to Channel Partners


Collaborating with colleagues helps you to achieve your goals:


  • Develop strong relationships with the Barco Sales Team in the country as well as with functional leaders in Belgium Corporate HQ to ensure harmonious working relationships.
  • Initiate and develop harmonious relations with Belgium Channel Marketing HQ to ensure dialogue and increase adoption of mutually advantageous sales and marketing methodology.


Your profile:


  • Master Degree in business, economics, marketing, engineering or equivalent by experience
  • 5 – 10 years' experience in indirect channel sales, market/business development
  • Proven successful prospecting, building a pipeline, moving opportunities through the channel sales cycle.
  • Demonstrable track record of success in working as a Channel Manager in a technology company preferably within the UCC/audio-visual market or Corporate meeting room technologies such as wireless collaboration systems.
  • A good understanding of IT & AV & UCC technologies , cloud business, Subscription model.
  • Possess a great knowledge of the IT & AV reseller Network of his country
  • Speak Fluent English as well as French
  • A proven track record of meeting and exceeding targets.
  • High level sales negotiator with outstanding relationship building abilities.
  • Able to articulate the benefits of the products to channel partners and is fully conversant with professional sales techniques
  • A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, Incumbent is goal oriented with a sense of urgency
  • A strong and assured communicator and presenter, who is able to gain personal credibility with client managers.
  • Financially astute.
  • Be bottom-line oriented, budget-conscious and metric/measurement driven.
  • Can adopt a disciplined and organised approach in regards to his travel, CRM pipeline management and lead answers. 
  • Can effectively work across organisational and national boundaries. 
  • Possesses a self-assured and outgoing personality with the ability and adaptability to work practically, reliably and flexibly, without the need for on-going support.