Channel Account Manager

Barco is looking for a Channel Account Manager in Osaka, Japan. As a Channel Accout Manager, you will support to Reach the sales quota through the assigned channel with a primary focus on Barco collaboration line up, Define & organize best-in-class channel landscape to reach the sales objectives and Deploy & execute the Channel Partner program assets to sustain market growth.

Main Responsibilities

1. Review on a continuous base the Channel landscape and suggest adjustments to management whenever necessary.
2. Cultivate and maintain strong relationships with selected distribution partners to maximize Barco reach and presence on the market.
3. Manage the distribution accounts performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution.
4. Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability. Collaborate with Channel Marketing for that purpose.
5. Provide and achieve meaningful consolidated sell in forecast from Partners’ Regions on a monthly base as per Barco financial forecasting methodology.
6. Market the company, ensuring that the organization receives positive exposure to enhance the brand image in the region.
7. Ensure that all Channel sales staff are properly trained, managed and rewarded to maximize performance and support to local reseller network.
8. Identify and develop reseller partners with Distribution partners, to enhance trading breadth and sales from these accounts.
9. Report on competitive activity, market trends, feedback for won/lost deals
10. Assist in localization of Key Marketing Sales Materials
11. Support Key Trade shows and Partner Events

Qualification

1. Education: Bachelor or Master Degree in business, economics, marketing, engineering or equivalent by experience.
2. Experience: 5– 10 years experience in indirect channel sales, market/business development, or related field.
3. Proven success prospecting, building a pipeline, moving opportunities through the channel sales cycle.
4. Demonstrable track record of success in working as a Channel Manager in a technology company preferably within the audio-visual market or Corporate meeting room technologies such as wireless collaboration systems.
5. Language: Native Japanese, Business level English is a must

Required Competencies
People management:

1. Develop strong relationships with the Barco Sales Team in the country to ensure harmonious working relationships.
2. Able to work across organizational and national boundaries.
3. Collaboration skills as there is a clear interaction needed between the different team role eg BDM - consultant account manager - channel manager

Result management:

1. Initiate and develop relations with Channel Marketing to ensure dialogue and increase adoption of mutually advantageous sales and marketing methodology.
2. High level sales negotiating skills with outstanding relationship building abilities.
3. Strong and assured communicating and presenting skills, able to gain personal credibility with client managers.
4. Financially astute.
5. Be bottom-line oriented, budget-conscious and metric/measurement driven

D&I Statement

At Barco, innovation drives everything we do. We believe that diversity fuels creativity, bringing us closer to our colleagues and customers. Inclusion and equity aren't just values—they're core capabilities that propel us toward our shared goals and mission.

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