Location
: Duluth is the HQ but this role can be remote in US.
Purpose of Role
Barco ClickShare is seeking an experienced, innovative, and results-driven Channel Marketing Manager to lead the development and execution of marketing strategies and programs across our US Direct Market Reseller (DMR) and reseller channels.
This role is an individual contributor role accountable for partner enablement, strategic planning, program design, and full lifecycle management for assigned partners. Key responsibilities include optimizing Market Development Funds (MDF), driving co-marketing initiatives to accelerate pipeline growth, and ensuring a consistent, measurable brand presence throughout the channel. Success will be defined by revenue impact, partner engagement, and clear ROI on MDF investments.
Essential Duties And Responsibilities
Strategic Planning & Budget Management
- Serve as the subject matter expert for assigned markets, providing insights into customer needs and trends for key stakeholders.
- Build and implement quarterly and annual channel marketing plans and budgets, ensuring alignment with global marketing and regional sales objectives.
- Lead and manage the MDF program, including budget planning, proposal review, fund allocation, activity support, proof of performance, claims, and ROI measurement.
- Prioritize investments for maximum impact and ROI.
Partner Marketing & Enablement
- Design, negotiate, and execute joint marketing activities and campaigns with partners to drive demand and maintain brand consistency.
- Enable partners with training, playbooks, sales incentives, and tools; conduct regular reviews and develop action plans to improve execution and engagement.
- Manage the end-to-end lead process, optimizing lead intake, nurturing, and conversion strategies to support pipeline growth.
- Manage brand positioning, messaging frameworks, and visual identity across all channels.
Cross-Functional Collaboration
- Orchestrate internal teams (Channel Sales, Field Sales, Alliance Marketing, Corporate Marketing) to deliver partner commitments on time and within budget.
- Secure buy-in from key stakeholders for joint initiatives.
Data Analysis & Reporting
- Operate PRM/CRM platforms for fund requests, claims, and performance tracking; maintain accurate records and data integrity.
- Use BI tools to analyze trends, campaign performance, and partner activity, and present actionable insights and recommendations to leadership.
Qualifications
- Bachelor’s degree in marketing, or related field
- Minimum 5 years of B2B channel marketing experience in the IT or UCC industry.
- Preferably 1+ year of direct experience working with Direct Market Resellers (DMRs) and/or value-added resellers.
- Ability to travel 20% of the time
Required Skills
Business & Strategic Skills
- Demonstrated business acumen with a deep understanding of market dynamics, customer needs, and channel partner challenges.
- Results-oriented with a proactive approach to driving growth and solving complex challenges.
Analytical & Technical Skills
- Advanced analytical skills with the ability to interpret key marketing metrics and translate data into actionable insights.
- Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), with working knowledge of Microsoft Forms and Canva; familiarity with CRM systems or marketing automation platforms is a plus.
Communication & Influence
- Excellent verbal, written, and presentation skills; able to craft compelling messaging and influence stakeholders.
Leadership & Collaboration
- Strong project leadership and stakeholder management, adept at coordinating cross-functional teams and building collaborative, solutions-oriented relationships.
- Adept at working with internal teams (sales, product, marketing) and external partners to align goals and achieve business objectives.
Organizational & Execution Skills
- Ability to manage multiple priorities independently and execute projects with minimal guidance.