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Sollentuna, SE

Date:  Jan 9, 2023
Job ID:  4681

Channel Account Manager Nordics

As an international company with European roots (HQ in Kortrijk, Belgium), Barco has a culture of collaboration across borders and nationalities.

Because we believe diversity leads to more great ideas and drives innovation.

Thanks to our over 3,000 visioneers, we develop unique visualization & collaboration technology that helps professionals accelerate innovation in the healthcare, enterprise and entertainment markets.


As a Channel Manager for Barco your responsibility is 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.


Your tasks: 

Distribution Channel Management:

  • Manage and be the main point of contact (SPOC) for existing or new Distribution partners within the defined Region. 
  • Review on a continuous base the Channel landscape and suggest adjustments to management whenever necessary. 
  • Cultivate and maintain strong relationships with selected distribution partners to maximize Barco reach and presence on the market. 
  • Manage the distribution accounts performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution. 
  • Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability. Collaborate with Channel Marketing for that purpose.  
  • Provide and achieve meaningful consolidated sell in forecast from Partners’ Regions on a monthly base as per Barco financial forecasting methodology. 
  • Manage the RFP / RFQ, special prices processes. 
  • Ensure joint visits, together with the local channel sales team, to Value Added Resellers or Corporate Resellers or any identified potential managed reseller key account. 

Business development with AV Reseller Channel :

  • Responsible for growing Barco Collaboration sales and funnel in the targeted countries,  either by increasing our sales within managed reseller accounts or by net new reseller acquisition.  
  • Develop adoption of the company Partner Program ‘Connect!’ by the assigned reseller channel 
  • 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. 
  • 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. 


Your profile: 


  • 3 – 5 years experience in indirect channel sales, market/business development, or related field 
  • Proven success prospecting, building a pipeline, moving opportunities through the channel sales cycle. 
  • Good understanding of IT & AV & UCC technologies, cloud business, subscription model. 
  • Great knowledge of the IT & AV reseller Network of his/her country 
  • Speak Fluent English as well as the local language. 
  • High level sales negotiating skills with outstanding relationship building abilities.  

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