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Location: 

Fredrikstad, NO Sollentuna, SE

Date:  Jun 3, 2022
Job ID:  4456

Channel Manager Nordics

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). Our solutions make a visible impact, allowing people to enjoy compelling entertainment experiences; to foster knowledge sharing and smart decision-making in organizations and to help hospitals provide their patients with the best possible healthcare. Headquartered in Kortrijk (Belgium), Barco realized sales of 804 million euro in 2021 and has a global team of 3,000+ employees, whose passion for technology is captured in +500 granted patents.

As a Channel Manager, your primary objectives are to:

  • Reach the sales quota through the assigned channel
  • Define & organize best-in-class channel landscape to reach the sales objectives
  • Deploy & execute the Channel Partner program assets to sustain market growth

 

Responsibilities: 

 

  • 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 maximise 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.
  • 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.
  • 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:

 

  • 8 – 10 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.
  • 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.
  • Has 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 the local  language. Any other Nordic language is a plus
  • Has 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

Apply now »