Regional Channel Account Manager Nordics

Sales/Business Development
1700532 Requisition #

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. Barco posted sales of 1.102 billion euro in 2016.






  • The mission of the Regional Channel Account Manager is to deliver Barco Sales plan in the 4 Nordic countries through the relevant channels and in line with Barco Channel Strategy. The role reports to the Channel Director EMEA.
  • The candidate is to be located either in Sweden or Norway.
  • This position requires intensive travelling across Sweden, Norway, Denmark and Finland. Incumbent location needs to be very close to an airport.


Key responsibilities


The 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 IP.



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 maximise Barco 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 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.
  • Ensure that all Channel sales staff are properly trained, managed and rewarded to maximise performance and support to local reseller network.


Business development with Reseller Channel:

  • Develop adoption of the company Partner Program ‘Connect’ .
  • Ensure that the region has an effective common Certification Program.
  • Be responsible for the business development of our Gold and Silver Partners, building relationships 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 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.
  • Explore and assess additional reseller channels in order to maximise revenue in consideration of the Barco Channel strategy.
  • Aid closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources.
  • Identify and develop reseller partners with Distribution partners, to enhance trading breadth and sales from these accounts.
  • Manage process of lead distribution to Channel Partners.


Team work:

  • Develop strong relationships with the Barco Sales Team in the countries 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.

We are looking for a Barco employee who

  • Has a 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 technologies
  • Speaks fluently English as well as one of the Nordic country languages
  • Has a proven track record of meeting and exceeding targets.
  • Is a high level sales negotiator with outstanding relationship building abilities.
  • Is able to articulate the benefits of the products to channel partners and is fully conversant with professional sales techniques
  • Is a highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, being goal oriented with a sense of urgency
  • Is are a strong and assured communicator and presenter, who is able to gain personal credibility with client managers.
  • Owns financially astute: be bottom-line oriented, budget conscious and metric/measurement driven.
  • Can adopt a disciplined and organized approach in regards to his travel, CRM pipeline management and lead answers.
  • Can effectively work across organizational and national boundaries.
  • Possess a self-assured and outgoing personality with the ability and adaptability to work practically, reliably and flexible, without the need for on-going support.


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 in 2016 for its excellent working conditions
Are you excited to dive into a new challenge?   

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