Territory Sales Manager

Territory Sales Manager - ClickShare

Location: Nothern California

Role Overview

The Territory Sales Manager for ClickShare is responsible for driving revenue growth, partner success, and market expansion across an assigned territory. This role owns the territory sales strategy, manages and enables channel partners, and works closely with end customers to accelerate adoption of Barco ClickShare solutions across meeting rooms, classrooms, and collaboration spaces.

The ideal candidate is a hands‑on sales leader with strong channel expertise, deep understanding of AV and collaboration ecosystems, and a proven ability to build pipeline, close complex deals, and scale partner‑led growth. Up to 75% travel is required.

Key Responsibilities

Revenue & Territory Management

• Own and deliver regional revenue targets for the ClickShare portfolio (wireless conferencing, presentation, and collaboration solutions).
• Develop and execute a territory plan aligned to Barco's go‑to‑market strategy, vertical focus, and growth objectives.
• Build and maintain a strong pipeline through partner‑led opportunities, strategic accounts, and targeted end‑user engagement.
• Forecast accurately and manage CRM hygiene to ensure visibility, predictability, and execution discipline.

Channel & Partner Leadership

• Recruit, enable, and grow a high‑performing ecosystem of VARs, SIs, and distribution partners.
• Drive partner mindshare through training, joint account planning, demand generation, and executive alignment.
• Ensure partners are effectively positioning ClickShare within Microsoft Teams Rooms, Zoom Rooms, and hybrid workplace solutions.
• Enforce deal registration, pricing discipline, and program compliance to protect margin and partner trust.

Customer & Market Engagement

• Engage directly with strategic end customers, consultants, and influencers to position ClickShare as the standard for wireless collaboration.
• Lead executive‑level conversations focused on business outcomes, user experience, and workplace transformation.
• Support large or complex opportunities alongside partners, including demos, proof‑of‑concepts, and solution design discussions.
• Gather voice‑of‑customer and market feedback to inform product, marketing, and go‑to‑market teams.

Cross‑Functional Collaboration

• Work closely with Sales Engineering, Marketing, Channel, and Product teams to accelerate deal velocity and market penetration.
• Support regional and national marketing initiatives, events, and campaigns to drive demand and brand awareness.
• Collaborate with global counterparts to share best practices and align on strategic initiatives.

Required Qualifications

• 5+ years of B2B sales experience, preferably in AV, UC, collaboration, or workplace technology.
• Proven success managing regional territories and consistently achieving or exceeding quota.
• Strong channel sales experience, including VAR/SI engagement and distribution‑led models.
• Experience selling into Enterprise, Commercial, or Education environments.
• Demonstrated ability to manage complex sales cycles involving multiple stakeholders.
• Proficiency with CRM tools (Salesforce preferred) and forecasting methodologies.

Preferred Qualifications

• Experience with Microsoft Teams Rooms, Zoom Rooms, or UC ecosystems.
• Familiarity with AV consultants, architects, and design‑build influencers.
• Background selling hardware‑plus‑software or SaaS‑enabled solutions.
• Existing relationships within the AV and collaboration partner community.
• Bachelor's degree or equivalent experience.

Essential Functions

• Work Environment - Job performed in normal office environment including 6-8 hours a day of sitting, computer activities, communication skills, intermittet standing, limited lifting, physical activities or exposure to regular office conditions.
• Ability to lift, carry, or position equipment or components (typically up to 30 lbs) during tradeshows or demos
• Ability to walk, bend, reach, and move between areas as needed.
• Ability to connect, unplug, handle, or manipulate cables, small parts, or testing hardware.
• Regular business hours apply; however, adjusted work hours may be required to meet schedules.
• Must comply with all environmental, health, safety, and security protocols.
• Must be able to visually inspect hardware and displays and perform tasks involving fine motor skills.

The salary range for this position in CA is $100,000 - $115,000 annually. This range represents the pay that we reasonably expect to offer for this role and does not include variable compensation like commission. The actual salary will be determined based on factors such as relevant experience, skills, and qualifications.