Channel Account Manager

BARCO; Fredrikstad; On-site; NOK 598,000 - 958,000; Full time

Job summary

A leading technology company is seeking a Channel Account Manager for the Nordics to drive sales through a well-structured channel. The role requires building and maintaining relationships with key partners while ensuring successful adoption of the company’s Partner Program. The successful candidate will have significant experience in channel sales and a strong network in the AV and IT sectors, and will work flexibly from Norway or Sweden.

Qualifications

• Minimum 5 years’ experience in indirect channel sales or related fields.
• Proven success as a Channel Manager in a tech company.
• Strong knowledge of IT & AV reseller networks.

Responsibilities

• Manage & maintain Partners’ Connect! status according to certification criteria.
• Develop relationships with Gold and Silver Partners for business growth.
• Support partners with product training and sales expertise.

Skills

Sales Negotiation

Relationship Building

Market Development

Technical Expertise

Organizational Skills

Job description

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Channel Account Manager Nordics

Company: Barco

Are you the next Nordic Clickshare superstar?

Join our Team as a Channel Account Manager Nordics! Your mission will be to achieve sales targets through a well-defined channel structure, create and maintain a top-tier channel landscape, and implement the Channel Partner program to drive market growth. Plus, enjoy the flexibility of working remotely from either Norway or Sweden.

Responsibilities:

• Develop adoption of the company Partner Program ‘Connect!’ by the assigned reseller channel
• Manage & maintain the Partners’ Connect! status in line with the required certification criteria.
• Be responsible for the business development of our Gold and Silver Partners, building relationships with key personnel and identifying new opportunities for Barco.
• Devise a yearly business plan with target settings, strategic directions, and investments. Follow up on Gold Business plans via QBR with channel partners.
• Explore and assess additional reseller channels to maximize revenue in line with the Clickshare Channel strategy.
• Support Channel Partners with technical and sales expertise on the Barco corporate range, aiding in the specification of our products or launch of new products.
• Proactively deliver product training and updates to identified channel partners.
• Aid the closure of partner opportunities through organizing demonstrations, providing product information, technical support, and resources. Maintain the sales funnel in CRM.
• Contribute to lead distribution to Channel Partners.
• Develop strong relationships with the Barco Sales Team in the country and with functional leaders at Belgium Corporate HQ to ensure harmonious working relationships.
• Initiate and develop harmonious relations with Belgium Channel Marketing HQ to ensure dialogue and increased adoption of mutually advantageous sales and marketing strategies.

Your profile:

• Minimum 5 years’ experience in indirect channel sales, market/business development, or related fields.
• You are a ‘hunter’ on the field, engaging with customers and working the channel to maximize sales.
• Location preferably in Norway or Sweden; remote work is possible.
• Proven 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.
• Good understanding of IT, AV, UCC technologies, cloud business, and subscription models.
• Strong knowledge of the IT & AV reseller network in your country.
• Proven track record of meeting and exceeding targets.
• Excellent sales negotiation skills and relationship-building abilities.
• Highly driven, with initiative and a willingness to go the extra mile.
• Disciplined and organized, especially regarding travel, CRM pipeline management, and lead follow-up.
• Ability to work effectively across organizational and national boundaries.