IT Channel Account Manager

Sales/Business Development
1901370 Requisition #

The mission of the Regional Channel Account Manager is to deliver Barco Sales plan in DACH through the relevant channels and in line with Barco Channel Strategy.

The role directly reports to the IT Channel Director Western Europe.

Main responsibilities:

The IT Channel Account Manager is accountable for all product sales going through named distribution accounts, primarily the Enterprise product lines - including ClickShare for example - as well as visualization products and Image Processing .

Business development with Reseller Channel & Collaboration with the Distribution Network 

  • Develop with the support of our distribution partners the IT segment, namely IT VARs, IT SMBs and DMRs, potentially some accounts that have transitioned to the IT arena. 
  • Review on a continuous base the IT Channel landscape and suggest adjustments to management whenever necessary. 
  • Cultivate and maintain strong relationships with selected distribution partners to maximise Barco reach and presence on this IT market. 
  • Support IT campaigns for the territory. 
  • Develop adoption of the company Partner Program ‘Connect!’ .
  • Manage the reseller accounts performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution. 
  • Ensure that all Channel sales staff are properly trained, managed and rewarded to maximise performance and support to local reseller network. 
  • Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability. 
  • 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. 
  • Provide and achieve meaningful consolidated sell in forecast from Partners’ Regions 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 region. 
  • Manage 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 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.

Key Criteria


  • Demonstrable track record of success in working as a Channel Manager in a technology company or work in a Distributor preferably within the audio-visual market or Corporate meeting room technologies such as wireless collaboration systems. 
  • Possess a strong knowledge and network in the IT reseller Channel
  • Has a good understanding of IT & AV technologies, UC, cloud business,
  • Subscription model.
    o knowledge of Skype-for-Business/Teams or similar system landscapes, as well as hybrid solutions with Enterprise Voice Analysis and UCC environments Architecture.
    o knowledge in the area of Microsoft Unified Communication and Collaboration TK Migration through UCC Integration of extended UCC/TK applications 
  • Speak Fluent English
  • 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.

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