Key Account Manager - Global Partner

Barco is seeking a Global Partner Manager to manage and grow key OEM relationships within the Healthcare Imaging and Healthcare IT market. This role focuses on global and multinational accounts, particularly in the US, with a strong emphasis on developing new business opportunities across products and services.

The position requires close collaboration with headquarters and regional teams, with a strategic and hands-on approach to account development, partner engagement, and revenue growth.

Key Responsibilities

• Maximise sales potential and revenue across assigned key accounts
• Negotiate and close frame agreements and large purchase orders
• Develop deep insights into key account strategies and business approaches
• Manage accounts both strategically and tactically, ensuring long-term growth
• Build and maintain strong, long-term relationships with stakeholders
• Develop, implement and manage key account plans in line with Barco methodology
• Provide input on financial and logistics forecasting
• Influence and align internal stakeholders (sales, departments, regions) to deliver account objectives
• Identify, acquire and develop new accounts and business opportunities
• Support partner validation processes for new product introductions, including coordination with R&D and tracking progress (logs, meeting notes, timelines)
• Drive promotional programmes, sales playbooks, and marketing initiatives across products and customer segments
• Maintain and update price books and product catalogues
• Train partner sales teams on Barco value propositions through various formats (web sessions, joint meetings, one-to-one training)
• Collaborate with order desks to ensure smooth booking, invoicing, and follow-up on payment or invoicing issues
• Develop and oversee partner marketing plans, ensuring delivery of agreed outcomes
• Coordinate partner participation in trade shows, including logistics, messaging, and lead generation activities
• Ensure QAWeb is validated and operational across partner configurations
• Conduct regular business reviews with partners (e.g. quarterly)
• Review product roadmap updates (EOL, EOS, SKU management) at least every six months
• Support joint end-user sales activities with partners, identifying opportunities and accounts
• Analyse market trends and competitor activities to identify opportunities and mitigate risks
• Collaborate closely with Barco sales teams across regions, as well as country sales, partner management and service teams

Your Profile

• 5–10+ years of proven success in B2B sales, account management and business development within the medical device or healthcare market
• Experience in mammography, including market knowledge, customer relationships, and product expertise, is a strong advantage
• Background in Healthcare IT, imaging, or distribution is considered a plus
• Strong relationship-building, influencing and interpersonal skills
• Existing network within the healthcare market is advantageous
• Excellent communication skills (written, verbal and presentation)
• Ability to work independently in a global environment and take proactive initiatives
• Analytical mindset with a structured approach to problem-solving
• Dynamic, energetic and results-driven profile
• Fluent in English
• Willingness to be based in the US and travel 50% or more
• Team player with strong collaboration skills across internal stakeholders

Our Offer

• A competitive salary package
• An interesting and challenging role with room for autonomy
• The opportunity to work for an international market leader where innovation matters
• Access to internal training through Barco University
• A modern and state-of-the-art working environment