Channel Account Manager Nordics

Barco; Fredrikstad; Hybrid; NOK 65,000 - 90,000; Full time

Job summary

Join Barco as a Channel Account Manager for Norway & Denmark, leading growth through channel partnerships. This field-based role requires expertise in indirect sales, partner management, and excellent negotiation skills. Work remotely when not visiting partners and be part of launching innovative products in the AV sector.

Qualifications

• Minimum 5 years in indirect channel sales or business development.
• Strong sales negotiation skills and customer engagement.
• Location in Norway with a proven track record as Channel Manager.

Responsibilities

• Develop adoption of the Partner Program among assigned resellers.
• Drive business development with Gold and Silver Partners.
• Support channel partners with technical and sales expertise.

Skills

Sales negotiation

Relationship building

Market development

Technical expertise

Tools

CRM management

Job description

Are you the next Nordic Clickshare superstar?

Join Our Team as Channel Account Manager for Norway & Denmark!

We’re looking for a dynamic Channel Account Manager to lead growth in Norway and Denmark. You will be responsible for achieving sales targets through a well-established channel and developing our partner ecosystem by executing our Channel Partner Program to accelerate market expansion. This role is field-based, requiring on-site presence at our partners and end customers within both countries. When not in the field, you will have the opportunity to work remotely from your home.

This is an exciting time to join Barco, as we launch the newest addition to the ClickShare portfolio—our first MTR on Android, the room system: ClickShare Hub Core & Pro.

Responsibilities:

• Develop adoption of the company Partner Program ‘Connect!’ among assigned resellers
• Manage and maintain Partners’ Connect! status according to certification criteria
• Drive business development with Gold and Silver Partners, building relationships and identifying new opportunities for Barco
• Create a yearly business plan with targets, strategic directions, and investments; follow up via QBRs
• Explore additional reseller channels to maximize revenue aligned with the ClickShare Channel strategy
• Support channel partners with technical and sales expertise on Barco products, aiding specifications and product launches
• Provide product training and updates to channel partners
• Support lead generation through shows, demonstrations, and sales floor engagement
• Assist in closing partner opportunities by organizing demonstrations, providing product information, and technical support; maintain CRM pipeline
• Contribute to lead distribution to channel partners
• Build strong relationships with the Barco Sales Team and functional leaders at HQ
• Coordinate with Belgium Channel Marketing HQ to enhance sales and marketing collaboration

Your profile:

• Minimum 5 years of experience in indirect channel sales, market/business development, or related fields
• Proven 'hunter' with experience engaging with customers and working the channel to maximize sales
• Location: Norway
• Successful track record as a Channel Manager in a technology company, preferably within the audio-visual or corporate meeting room technologies sector
• Good understanding of IT, AV, UCC technologies, cloud services, and subscription models
• Extensive knowledge of the IT & AV reseller network in Norway
• Proven ability to meet and exceed targets
• Strong sales negotiation skills and relationship-building abilities
• Highly motivated, proactive, and willing to go the extra mile
• Organized with disciplined travel, CRM management, and lead follow-up
• Ability to work effectively across organizational and national boundaries