Strategic Alliances Manager

Barco; Duluth (GA); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Barco University training

International market leader

Competitive salary package

Full-time position

Job summary

Barco seeks a Strategic Alliances Manager to grow the Control Rooms ecosystem by developing strategic partnerships that expand market reach and enhance solution value.

You will lead executive relationship-building, negotiate commercial terms, and coordinate cross-functional teams to embed partners into the field and drive revenue. Travel up to 20% is expected to support global collaboration and joint go-to-market efforts.

Qualifications

• 8–12+ years in partnerships, alliances, or business development in B2B technology.
• Proven track record in building and scaling strategic partnerships and ecosystems.
• Strong experience in contract negotiation, commercial structuring, and deal-making.
• Excellent executive stakeholder management and relationship-building skills.
• Ability to operate cross-functionally across Sales, Product, Marketing, and Services.
• Strong commercial mindset with technical affinity (platforms, integrations).
• Proficiency in leveraging AI tools to boost efficiency and value.
• Entrepreneurial mindset with business-savvy approach to ecosystem navigation.
• Willingness to travel up to 20% of time.

Responsibilities

• Build the Strategic Alliance Program to scout and identify high-value partners aligned with Barco Control Room strategy.
• Identify, secure, and own executive relationships with key global ecosystem partners; act as primary commercial contact.
• Lead negotiation of contracts, frame agreements, and commercial models.
• Define and execute joint Go-to-Market and Marketing plans with Segment Lead & Marketing lead.
• Collaborate with Sales and Marketing to embed partnerships into the field and enable local Sales Managers.
• Partner with technical counterpart to deliver integrations and joint solutions; align commercial and technical feasibility.
• Drive partner performance through KPIs, business reviews, and continuous optimisation.
• Advise internal teams on ecosystem execution; influence roadmap and GTM priorities.

Skills

Strategic partnerships

Business development

Contract negotiation

Executive stakeholder management

Cross-functional collaboration

AI workflow integration

Deal-making

Entrepreneurial mindset

Tools

CRM

Job description

To support the continued growth of our Control Rooms Business Unit, Barco is seeking a Strategic Alliances Manager. In this role, you will help expand the Control Rooms ecosystem by developing strategic partnerships that increase market reach and strengthen solution value.

Key Responsibilities

• Build the Strategic Alliance Program to scout and identify high-value partners aligned with the Barco Control Room strategy, in close collaboration with Segment Marketing. Translate market insights and ecosystem needs into a focused partner pipeline.
• Identify, secure, and own executive relationships with key global ecosystem partners, acting as the primary commercial point of contact. Build long-term, trust-based relationships that unlock strategic and commercial opportunities.
• Lead negotiation of contracts, frame agreements, and commercial models with strategic partners, ensuring alignment with Barco’s business objectives.
• Define and execute joint Go-to-Market and Marketing plans, in close collaboration with the Segment Lead & Marketing lead, to drive pipeline, co-selling, and revenue.
• Orchestrate cross-functional execution with Sales and Marketing to embed partnerships into the field, ensuring local Sales Managers are fully enabled to own and drive execution and outcomes.
• Partner with your technical counterpart to deliver integrations, joint solutions, and execution. Ensure seamless alignment between commercial intent and technical feasibility to accelerate time-to-market.
• Drive partner performance through KPIs, business reviews, and continuous optimisation. Monitor pipeline, revenue contribution, and engagement, and intervene proactively to maximise impact.
• Act as the internal voice of Strategic Alliances, aligning Sales, Product, and Marketing around ecosystem execution. Influence roadmap, positioning, and GTM priorities based on partner and market feedback.

Your Profile

• 8–12+ years in partnerships, alliances, or business development in B2B technology
• Proven track record in building and scaling strategic partnerships and ecosystems
• Strong experience in contract negotiation, commercial structuring, and deal-making
• Excellent executive stakeholder management and relationship-building skills
• Ability to operate cross-functionally across Sales, Product, Marketing, and Services
• Strong commercial mindset combined with sufficient technical affinity (platforms, integrations)
• You naturally integrate AI tools into your daily workflow to boost efficiency, insight, and customer value.
• You have an entrepreneurial mindset: enthusiastic, committed, and business savvy to navigate the ecosystem
• You are willing to travel up to 20% of your time.

Our Offer

• Access to a wide range of internal training opportunities through Barco University to support your professional development.
• The opportunity to work for an international market leader where innovation matters.
• A competitive salary package.
• A full-time salaried position.