Fredrikstad, NO Sollentuna, SE
Channel Manager Nordics
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