Channel Account Manager Italy

Sales/Business Development
1901374 Requisition #




Ready for the next step in your career? Then this challenge as  Channel Account Manager Italy might be just right for you. Barco is looking for a sales professional, highly driven & self-motivated wishing to take his career to the next level. He/she will be working as part of the EMEA Channel team in the context of a flourishing business, including the innovative ClickShare & UniSee product lines as well as the well-established Projector and Image processing Business. The successful candidate will be responsible for business development within key identified reseller accounts, building relationships with key personnel and identifying new opportunities within those accounts for the whole Barco portfolio.
Key Responsibilities
Primary focus
  • Increase Barco share of wallet with the assigned Channel accounts across the whole Barco portfolio, with a specific focus on the ClickShare product line;
  • Coordinate the implementation of the Barco Partner program within those accounts;
  • Following and improving the certification for ClickShare on medium and small partners through training activities;
  • Enable the partner by
    - Identifying sales opportunities with the Partner, develop pipeline opportunities via CRM and request project pricing where required,
    - Supporting closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources,
    - Visiting the end user with the Reseller Partner where required,
    - Proactively delivering product training/ updates whenever necessary;
  • Acquisition and development of new prospect partners;
  • Stimulate partners with low sales frequency;
  • Following leads provided by our Inside Sales team.
Team work
  • Support the Italian Channel Sales leader  in increasing demand generation via Shows/ Demonstrations/ sales floor engagement etc.(matrix organisation);
  • Establish communication path to ensure teamwork and pipeline management for no channel conflict;
  • Foster communication across EMEA when an Account has affiliates outside of Italy;
  • Work in conjunction with Barco European marketing team, distribution channel managers, sales managers, business development team and consultant manager.


We are looking for a new colleague who
  • Has minimum 5 years of relevant experience within the AV/IT industry at a manufacturer or distributor;
  • Is able to travel and visit our Channel partners in an extensive way;
  • Must have a strong proven track record in sales with experience of developing business potential and delivering a sustainable pipeline; 
  • Has competencies in the Corporate meeting room technologies such as wireless collaboration systems, UCC/ video conferencing solutions. SAAS and Cloud based technology knowledge is a plus; 
  • Can sell “conceptually” and possesses the ability to translate company offerings into solution offering for Channel partners;
  • Is a high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution. Understands all aspects relating to “ownership”;
  • Has excellent verbal and written communication skills in English. Confident presenter;
  • Has the ability and desire to operate within a matrix organisation and use the productivity tools and process available;
  • Has Good attention to detail. Very structured and enable to use CRM systems in a productive way;
  • Speaks fluently Italian and English.





Previous Job Searches

Activity Feed

Job shares through Barco
Someone applied to the Software Development Engineer (Young graduates) position. About an hour ago
Someone applied to the Spontaneous application position. 2 hours ago
Someone applied to the ICT Service Engineer position. 2 hours ago
Someone applied to the Spontaneous application position. 3 hours ago
Someone applied to the Technical Business Development Manager Control Rooms UK position. 4 hours ago