Channel Account Manager
Location:
Tokyo, JP
For our Meeting Experience Business Unit, we are looking for an experienced Channel Account Manager.
The Channel Account Manager is responsible for driving revenue growth by developing and executing strategic sales initiatives. The role focuses on managing both inbound and outbound sales activities, building strong relationships with prospects, customers, and channel partners, and expanding the customer base through effective communication and product expertise.
The ideal candidate has a solid understanding of market trends, customer needs, and successful sales strategies within a channel‑driven environment.
Key Responsibilities
Primary Responsibilities
1. Serve as the main sales point of contact for assigned distribution partners.
2. Respond to inside-sales inquiries from distribution, resellers, events, and the website, while proactively reaching out to potential customers via phone, email, and online channels (50%).
3. Manage and grow named channel partners (25%).
4. Qualify leads, assess customer needs, recommend suitable products, and ensure consistent follow‑up (15%).
5. Act as the key resource for product demos and training for new and existing partners as part of the Connect Partner Program (10%).
Additional Responsibilities
6. Manage and develop assigned reseller accounts.
7. Maintain and grow relationships with distribution, reseller, and end‑user accounts to ensure satisfaction and repeat business.
8. Prepare and deliver quotes, proposals, demo requests, and sales presentations.
9. Oversee the company’s Try & Buy demo program.
10. Identify and pursue new business opportunities through lead generation, events, networking, and market research.
11. Provide sales support to Bronze‑level partners and meet customers when needed.
12. Use Salesforce and other tools to track interactions, manage pipelines, and report on sales performance.
13. Meet or exceed monthly and quarterly sales targets.
14. Attend key events and partner trade shows.
15. Collaborate with Marketing to align strategies and share insights.
16. Be a supportive and proactive team player within the broader sales team.
Qualifications
17. Bachelor’s degree in Business or a related field.
18. 8–15+ years of proven experience in sales roles.
19. Established industry relationships.
20. Excellent communication, negotiation, and presentation skills.
21. Fluency in Japanese and English.
Preferred Skills
22. Experience in relevant industries such as technology, meeting-space solutions, video conferencing, or B2B channel sales.
23. Proficiency in Salesforce.
🛡️ We are committed to conducting our business activities with the highest standards of integrity, responsibility and compliance across all aspects of our operations. This includes adherence to applicable laws, regulations and internal policies related to ethical conduct, quality standards, cyber security, sustainability, data protection & confidentiality and safety.
D&I Statement
At Barco, innovation drives everything we do. We believe that diversity fuels creativity, bringing us closer to our colleagues and customers. Inclusion and equity aren't just values—they're core capabilities that propel us toward our shared goals and mission.
About Barco
At Barco, we design cutting-edge technology that enhances everyday life through advanced visual experiences.
As a global leader in collaboration and imaging, we serve the Enterprise, Healthcare, and Entertainment industries with innovative tools that empower professionals to communicate and perform at their best. With a strong commitment to quality, reliability, and sustainability, our technologies are trusted in over 90 countries.
Backed by a team of 3,+ employees, we continue to push boundaries and shape the future of digital imaging and connectivity.