Channel Account Manager, Meeting Experience
Barco · Port Melbourne
Join our dynamic sales team as Channel Account Manager in Australia, where you play an important role in driving sales and revenues for Clickshare in Australia market. In this position, you will be the main contact of our distribution network to build strong partnership and optimize channel performance. You will work with the passionate team across the region and contribute in the local sales strategy. If you are a passionate channel professional in audio-visual industry, this will be a great opportunity for you to make significant impact!
Key Responsibilities
- Manage and be the main point of contact (SPOC) for existing or new Distribution partners within the defined Region.
- Review on a continuous basis the Channel landscape and suggest adjustments to management whenever necessary.
- Cultivate and maintain strong relationships with selected distribution partners to maximize Barco reach and presence on the market.
- Manage the distribution accounts performance through annual business plan set up, quarterly targets and 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. Collaborate with Channel Marketing for that purpose.
- 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 organization receives positive exposure to enhance the brand image in the region.
- Ensure that all Channel sales staff are properly trained, managed and rewarded to maximize performance and support to local reseller network.
- Identify and develop reseller partners with Distribution partners, to enhance trading breadth and sales from these accounts.
Required education, experience and competencies
Education:
Bachelor’s or master’s degree in business, economics, marketing, engineering or equivalent by experience.
Experience:
- 15+ years’ experience in indirect channel sales, market/business development, or related field.
- Proven success prospecting, building a pipeline, moving opportunities through the channel sales cycle.
- Demonstrable 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.
People management:
- Develop strong relationships with the Barco Sales Team in the country to ensure harmonious working relationships.
- Able to work across organizational and national boundaries.
- Collaboration skills as there is a clear interaction needed between the different team roles, e.g. BDM - consultant account manager - channel manager.
Result management:
- Initiate and develop relations with Channel Marketing to ensure dialogue and increase adoption of mutually advantageous sales and marketing methodology.
- High level sales negotiating skills with outstanding relationship building abilities.
- Strong and assured communicating and presenting skills, able to gain personal credibility with client managers.
- Financially astute.
- Be bottom-line oriented, budget-conscious and metric/measurement driven.
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