Lenovo

Responsibility of the Position 

Responsibilities 

• Engage new public and private sector clients to grow business for Lenovo. 

• Identify, qualify, and close sales opportunities for Lenovo products and services. 

• Develop account relationships on all hierarchy levels at the prospects, including senior-level engagements. 

• Leverage channel community to improve coverage and enhance relationships. 

• Engage with extended teams in responding to RFPs (Request for Proposals), product transition plans, and resource planning. 

• Develop strategies for profit and pricing proposals and communicate and understand the Total Cost of Ownership, industry trends, and critical success factors for an effective rollout. 

• High level of interaction between the NZ Partner and Account Executive teams, plus other business functions in Lenovo, i.e. Marketing, Product Planning and Marketing, Finance, and Operations.

KPIs 

Key Performance Indicators / Success Metric 

Details 

• New customer acquisition 

• Development and growth of existing customers 

• Strategic customer wins 

• Profit retention and growth. 

• Revenue, Gross Margin, Units 

• Market share in RM segment 

• Positive contributor to the NZ business 

Key Functional Skills 

• Strong Collaboration 

• Foundational Competencies (accountability, teamwork) 

• Relationship Development (customer focused, dealing with ambiguity) 

• Sales Cycle Management (identifying, qualifying, proposing solutions, closing) 

• Territory Management (account management, territory goals, product knowledge) 

• Minimum 7-10 years of sales experience
• A proven successful track record in IT sales
• Experience selling into large Commercial and Public Sector organisations.
• Ability to manage multiple complex sales engagements.
• The ability to build and maintain strong relationships with customers and partners across all levels of the organisation.
• Strong business acumen and analytical skills
• Excellent communication skills – presentation, negotiation