Channel Account Manager, IT Integrators (West Coast)

Sales/Business Development
1901117 Requisition #

Imagine a way to see, sense, and share the intangible. It’s what happens when big data becomes knowledge. When images become insight, and when experiences come to life. That’s what Barco is all about. In a world where data and rich content are expanding exponentially, we empower our customers with inspired sight, sound and sharing solutions to help them make meaningful connections. Together, we create brighter outcomes, around the world.


Barco, a global technology company, designs and develops networked visualization products for the Entertainment, Enterprise and Healthcare markets. Barco has its own facilities for Sales & Marketing, Customer Support, R&D and Manufacturing in Europe, North America and APAC. Barco (NYSE Euronext Brussels: BAR) is active in more than 90 countries with 3,500 employees worldwide. please visit our website at


As a Barco associate, you will be part of high performing teams that compete with integrity to deliver results to our customers, our shareholders and to each other. Barco offers a challenging workplace full of the most gifted and innovative professionals in the visualization industry, who are responsible for bringing technologically advanced products to life. We seek individuals with talent and the passion to grow in a culture built on vision, innovation and the competitive spirit. We compete with integrity; we strive to outperform the competition through our focus on the customer, our trust in each other and by providing the environment for individual opportunity and growth.


We are currently hiring an experienced Channel Account Manager, IT Integrators located in the Western region for our dynamic Enterprise division.  This individual will be responsible for promoting IT Integrator account sales, identify and develop new IT integrator accounts in both AV and IT markets. Establishing and maintaining a good working relationship with Barco distributors and implementing channel programs will also be required.

Key Responsibilities
  • Define and executing partner sales plans. Set-up Quarterly Business Plan (QBP) and Quarterly Marketing Plan (QMP).
  • Manage and be the main point of contact (SPOC) for existing or new channel partners within the defined Region.
  • Work with Marketing and Channel Marketing to drive programs and events to extend the relationships to current and new Channel Partners
  • Drive partners to maximize sales and total partnership potential through sales best practices, training and support.
  • Create systems and procedures to streamline partner management
  • Manage the RFP / RFQ, special prices processes.
  • Joint visits, together with the local sales team, to Value Added Resellers or Corporate Resellers or any identified potential managed reseller key account.
  • Providing weekly reporting of pipeline and forecast.
  • Responsible for managing key channel accounts within the Enterprise Channel as well as identifying and closing opportunities with key end user accounts
  • With a primary focus on the ClickShare product line this role requires the ability to identify and actively manage entire product portfolio in the settings of meeting rooms, education, employee communication and general collaboration.
  • Experience in selling, developing and establishing channels within the enterprise space with large AV and IT system integrators
  • Effective communication skills and emotional intelligence
  • Demonstrated strategic skills in building and growing the channel 

We are looking for a new colleague who has

  • Bachelor’s degree
  • Broad understanding of enterprise IT/IP technology, AV along with cloud based services and SaaS
  • Large/Key account Management experience
  • Ability to develop maintain and leverage C level and middle management relationships
  • Extensive experience with large IT integration firms
  • Proven track record of growing technology product revenue, market share and mindshare in the IT market
  • Familiar with HW and SW sales and an eye for the transition toward Digital Transformation and Cloud Services
  • Strong understanding of AV NETWORK and Wifi technologies
  • Ability to hit the ground running with current deep relationships
  • Strong background in working in Matrix organizations with the ability to collaborate with other sales teams and multiple product lines.
  • Detail and action oriented with a strong propensity to bring sales opportunities and market initiatives to closure and revenue.
  • Preferred location of West Coast
  • Travel across the region is required as needed at 50%

Barco, Inc. supports all policy and practices related to (but not limited to), federal and local employment regulations such as follows: EEO, AAP, ADA, OSHA, ITAR, CT-PAT and E-Verify. We promote a drug free work environment, along with and an open door policy of communication. All of our practices support global diversity and inclusion in the workplace.

Our offer

We offer a competitive compensation package that includes a menu of benefits to help promote wellness for you and/or your family.

Are you excited to dive into a new challenge?  

VISIT TO APPLY FOR THIS POSITION and refer to job number 1901117. Only those applicants who meet the minimum skills/qualifications in this posting will be considered. Successful candidates must be able to provide proof of legal authorization to work in the United States.

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