General Information

Req #
WD00050047
Career area
Vertrieb
Country/Region:
Deutschland
State:
Baden-Wurttemberg
City:
Stuttgart
Date:
Wednesday, March 8, 2023
Working time:
Full-time
Additional Locations: 
* Germany

Why Work at Lenovo

Here at Lenovo, we believe in smarter technology for all, so we spend our time building a society that’s brighter and more inclusive. And we go big. No, not big—huge. 

We’re a US$70 billion revenue Fortune Global 500 company serving customers in 180 markets around the world. Focused on a bold vision to deliver smarter technology for all, we are developing world-changing technologies that power (through devices and infrastructure) and empower (through solutions, services and software) millions of customers every day and together create a more inclusive, trustworthy and sustainable digital society for everyone, everywhere. 

The one thing that’s missing? Well… you...

Description and Requirements


The mission of the Global Account Manager (GAM) at Lenovo is to become the trusted advisor for major global customers, while developing long-term relationships, creating new business opportunities, and maximizing the revenue.

As the first go-to contact for multinational companies having a global presence, the GAM will activate and steer internal and external relations to have the best solutions developed, positioned, and sold that meet customers’ business and IT infrastructure requirements. The GAM is responsible for the executive alignment and communication as well as creating and driving complex sales cycles within these customers.

You will develop and own a multi-million revenue business and will strive for the best customer experience so that the accounts covered become Lenovo advocates.

Your Key Responsibilities:

• Significantly grow revenue from your named accounts by selling the Lenovo data center Solutions and Services and by identifying and closing additional new business
• Understand where global opportunity exists in each account, and work closely with the extensive global team to coordinate strategies for the account expansion
• Prioritize your activities and meetings to ensure you are focused on your largest opportunities
• Build, manage and execute a global account plan that include details of the relationships required (stakeholder matrix) the opportunities to pursue, target revenues, competitors’ analysis, potential threats, and weaknesses that need to be addressed
• Conduct research as well as competitive analysis, delivering client presentations, preparing offerings & proposals, and leading negotiations
• Run a quarterly business review with all your key customers to understand their key company initiatives, digital transformation, and infrastructure requirements, provide key updates on Lenovo solutions portfolio, and sell the solutions that will address the key sales initiatives
• Work closely with the business unit, presales, services architects/engineers and marketing to develop and build customized solutions
• Leverage the ecosystem and partner strongly with the Alliance Partners, ISVs, OEMs and the Channel organization
• Own the P&L for your accounts, create a healthy pipeline and provide an accurate business forecast to Lenovo senior management in timely manner
• Develop a strong and trusted business relationship with your accounts, understanding their core values, mission and path to their digital transformation
• Drive the business with integrity and trust, and be an advocate of Lenovo’s culture and values

Main Requirements:

• Have the ability to listen, understand and master excellent verbal and written communication skills in English and German
• Possess strong interpersonal skills and proven capability to build relationships with middle and senior management up to CXO Level
• Be result and performance driven, able to manage profitable business
• Have more than 7 years of experience selling to large enterprise or multinational accounts globally
• Know how to successfully manage and complete negotiations
• Be experienced in developing and executing global customer account plans
• Capable to deal with ambiguity within a complex matrix organization
• Have a good understanding of your accounts’ industry specific business issues and drivers
• Understand the IT industry trends and how to successfully position Lenovo’ solutions, products and services in the data center
• Know how to bring people together from different regions, companies, and culture
• Build and lead virtual teams to achieve / exceed best in class outcomes / performances
• Previous experience in the Retail, Energy, Oil and Gas, Pharma and Tech Industries is a plus
• You must be located and work from Germany

Organization

You will report to the EMEA Infrastructure Solutions Group Global Accounts Sales Director supporting the Global Accounts customers in the EMEA market.

What we offer

• An open and stimulating environment within one of the most forwarding thinking IT companies
• A multitude of professional and personal opportunities
• Flat structures and fast decision-making processes
• A modern and flexible way of working to combine personal and professional life
• An international team with a high focus on Gender Diversity

At Lenovo we are proud to be an equal opportunity company. This vacancy certainly applies for people with disabilities, too.