Channel Manager Corporate Russia & CIS countries

Sales/Business Development
1800845 Requisition #
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Barco designs technology to enable bright outcomes around the world. Seeing beyond the image, we develop visualization and collaboration 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). In 2017, we realized sales of 1.085 billion euro. We have a team of 3,600 employees, located in 90 countries, whose passion for technology is captured in 400 granted patents.







Channel Manager Corporate is based in Barco Moscow office.


For Corporate, Barco products include ClickShare, WePresent (collaboration products) and UniSee (LCD panels) which address the requirements for intuitive meeting room presentations and collaboration through displaying multiple data, video and sound sources as well as UniSee addresses ultimate requirements for video walls. Thus, meetings will have a higher degree of interactivity, cooperation and connectivity and the best visual experience.


The mission of the Channel Manager Corporate is to deliver Barco Sales plan through the relevant channels and in line with Barco Channel Strategy in the assigned territory.



Key responsibilities


Distribution Channel Management:

  • 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’s 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
  • Provide and achieve a meaningful consolidated sell-in forecast from Partners on a monthly base as per Barco financial forecasting methodology
  • Market the company, ensuring that the organisation receives positive exposure to enhance the brand image in the territory
  • Ensure that all Channel sales staff are properly trained, managed and rewarded to maximize performance and support to local reseller network


Business development with Reseller Channel:

  • Develop adoption of the company Partner Program ‘Connect!’
  • Ensure that the territory has an effective common Certification Program
  • Be responsible for the business development of Gold and Silver Partners by building relationship with key personnel and identifying new opportunities for Barco. All opportunities will be entered in the CRM system
  • Support Channel Partners with technical/sales expertise on the Barco corporate products
  • Proactively deliver product training/updates to identified channel partners 
  • Realize personal sales targets by meeting Partners and customers, follow up on sales leads, making targeted cold calls
  • Aid closure of partner’s opportunities through the organization of demonstration equipment, product information, technical support & resources
  • Analyze the customer’s needs and provide the appropriate value proposition in return
  • Provide quotations in line with applicable pricing and other related commercial terms
  • Support lead generation via Shows/ Demonstrations/ sales floor engagement, etc.
  • Explore and assess additional reseller channels in order to maximize revenue in consideration of the Barco Channel strategy
  • Identify and develop reseller partners with Distribution partners, to enhance trading breadth and sales from these accounts
  • Manage the process of lead distribution to Channel Partners


Team work :

  • Develop strong relationships with the Barco Sales Team in the country as well as with functional leaders and colleagues 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


We are looking for a Barco employee who

  • Has a Master degree (business, marketing, engineering) or equivalent combination of education and experience
  • Is a fluent English speaker (must!)
  • Experience: 3 – 5 years of proven sales experience in related industry/technology
  • Has proven track record of success 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 technologies, cloud business, subscription model
  • Possess a good knowledge of the IT & AV reseller Network
  • Is a High level sales negotiator with good relationship building abilities
  • Is a highly driven individual, possessing initiative and a willingness ‘to go the extra mile’
  • Is a strong and assured communicator and presenter, who is able to gain personal credibility with client managers
  • Owns financially astute
  • Can adopt a disciplined and organised approach in regards to 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


Office Environment  

  • Job performed in normal office environment including sitting, computer activities, communication, intermittent standing
  • Non standardized working hours in accordance with the Russian Labor law
  • Travel is no more than 30% of working time
  • Limited lifting, physical activities, or exposure to extreme environmental conditions
Our offer
  • An interesting, challenging job with lots of autonomy
  • Continuous training & development opportunities through our very own Barco University
  • Barco was awarded the Top Employer label 2016 for its excellent working conditions.




Are you excited to dive into a new challenge?


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