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