As a Business Development Manager, you will be responsible for driving the growth of Barco’s Collaboration portfolio (ClickShare) by actively engaging with key end-user accounts across Italy, including Fortune 1000 companies, large enterprises, and public sector organizations.
You are the Barco SPOC person for your key accounts and you will report to the Regional Sales Director. Based in Milan, you are flexible to travel across Italy and will also manage a network of Barco resellers.
Key responsibilities
The Business Development manager is accountable for growing Barco Collaboration sales and funnel in the targeted country, either by increasing our sales within managed end-user accounts or by end-customer acquisition in the F1000 Target list, focusing on workplace.
Business Development Duties
- Drive ClickShare revenue growth by proactively targeting large enterprises within the selected vertical markets
- Collaborate with the Regional Sales Director and Channel Manager to define and execute the most effective end-user approach for the territory
- Identify new opportunities for Projection, IP, LED or LCD video walls within your customer base and transfer these leads to the relevant Barco specialist teams
- Proactively engage with assigned prospect accounts, securing proof-of-concept projects and demo opportunities to build a strong sales pipeline
- Further develop a portfolio of existing Fortune 1000 Barco accounts by increasing share of wallet across subsidiaries and closing indirect deals
- Build and maintain relationships with multiple stakeholders at corporate accounts, including Procurement, Project Managers, Prescribers, Facility Managers, IT/AV Managers, and C-level executives
- Follow up on workplace collaboration leads generated through Barco campaigns, social media, and the company website
- Maximize existing deployments by expanding across local affiliates and supporting growth into European subsidiaries as part of a broader European account strategy
- Collaborate closely with local teams, including pre-sales, service, and other sales specialists, to ensure a coordinated approach
- Maintain strong alignment with channel colleagues to secure consultant engagement and channel support
- Continuously monitor market and technology trends, providing actionable insights to Sales Management, Segment Marketing, and Product Management
- Identify potential barriers in sales opportunities and escalate them to the Service Segment Manager and Sales Director to secure additional support
- Provide regular updates on customer visits and manage the sales pipeline in line with company CRM processes
European functional team work
Your profile
- You have a Master’s degree (Business, Marketing, Engineering) or equivalent combination of education and experience
- You have at least 5 years of proven sales experience in related industry / technology
- You have a track record of success working in a technology company within the UCC and audio-visual sectors and an experience / address book within the Corporate market
- You have a good understanding of IT, UCC & AV technologies
- You have strong experience in indirect End user sales for the respective territory
- You understand Solution and Value selling, selling to the Customers’ needs
- You have a great end user network in the targeted country at different levels within Fortune 1000 companies
- You are able to articulate the benefits of the products to different levels within Fortune 1000 companies
- You are eager to hunt for new contacts at different levels within a corporate account using LinkedIn or your own build-up network or other tools provided by Barco
- You are a high level sales negotiator with outstanding relationship building abilities
- You are a strong and assured communicator and presenter, who is able to gain personal credibility with client managers
- You can adopt a disciplined and organized approach in regards to your travel, CRM pipeline management and lead answers
- You enjoy to work in a team
- You can effectively work across organizational and national boundaries
- You have a self-assured and outgoing personality with the ability and adaptability to work practically, reliably and flexibly, without the need for on-going support
- You speak Italian as well as English fluently
- An experience of Channel Management is a plus.
Our offer
- A permanent contract
- A competitive salary package with fringe benefits such as a company car, health and group insurance, meal vouchers, commission system, …
- An interesting, challenging job with lots of autonomy.
- The opportunity to work for an international market leader where innovation does matter.
- Internal training in our Barco University
- A modern and state of the art working environment
Ready to take the lead in growing Barco’s Collaboration business in Italy? Apply now and become a key driver of our success.
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