General Information

Req #
WD00010965
Career area:
Sales Support
Country:
United States of America
State:
North Carolina
City:
Morrisville
Date:
Tuesday, August 31, 2021
Working time:
Full-time

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 not just a Fortune Global 500 company, we’re one of Fortune’s Most Admired. We’re in 180 markets, working with 63,000 brilliant colleagues and counting. And we’re known for the world’s most complete portfolio of smart technology, from devices to software to infrastructure.

With our ingenuity, we help millions—not just the select few—experience our version of a smarter future. 

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

Description and Requirements

Lenovo's Strategy organization within IDG is incubating many new emerging businesses to grow into the future. We are looking to hire an ISV Program Manager, Commercial AR/VR reporting to the director of operations. Essentially, we've created a startup within the larger Lenovo structure, and we are growing quickly. This role will be part of the global AR/VR go-to-market team. This role will interact with a large cross-functional team that includes hardware engineering, software development, industrial/mechanical design, UX, and global sales. The project and role are critical to transforming Lenovo from a preferred hardware supplier to a Solution-centric, innovation-driven strategic partner. 

 

The ISV Program Manager is a multi-functional role that will help define the Lenovo ISV partner program for Lenovo's enterprise AR and VR solutions that include hardware, software, and services & define GTM strategy with these ISV partners. We are looking for a candidate with several years of experience with ISV relations in the technology ecosystem, preferably within the PC, mobile, AR, or VR industry. You will focus on working with internal teams at Lenovo and external partners to develop and execute ISV partnership agreements and programs that support Lenovo's global enterprise customer base. 

 

You'll work to drive awareness, education, training and create marketing and sales programs with distributors, resellers, and ISV partners. In this role, you'll work with the go-to-market team, including Product Marketing, Partnerships, Sales, Services, and Operations teams. You will be responsible for delivering best-in-class AR/VR ISV programs that will educate and incentivize our ISV partners to join the Lenovo Commercial AR/VR ecosystem. It is a unique opportunity to help drive this emerging business into a global core business unit within Lenovo. You will present ongoing status, results, and recommendations to Director and VP levels in this role. The candidate must be able to "fire-fight" daily and boil up to senior management with effective, efficient communication, ultimately driving concept to tangible programs. 

 

Responsibilities 

Partner Enablement: 

  • Manage programs for our ISV sales partners 

  • ​Manage ISV partners' on boarding process to comply Lenovo's security standards (e.g.SSRB)

  • Actively track and communicate ISV forecasts to sales operations and inventory planning teams 

  • Monitor inventory by region to ensure product availability 

  • Manage the ISV sales pipeline, communicating new cross-sell opportunities for AR/VR SaaS, DaaS, and professional services.  

 

Partner Support & Marketing 

  • Identify and optimize key customer use cases and identify the ISV partner to meet the use case requirements  

  • Work with the Lenovo product marketing teams to build partner & customer-centric white papers, case studies, & marketing materials 

  • Work with Lenovo marketing to feature partners in tradeshow demos, and feature Lenovo partner solutions in marketing and website collateral 

  • Work with Lenovo legal team to negotiate partnership agreements with ISV partners.  

  • Define, manage and communicate quarterly marketing plans with ISV partners, including hardware, software, and services bundles and promotions 

  • Work with internal global sales teams, product marketing teams, and operations teams to review and improve the customer purchasing experience through ISV partners. 

  • Define ISV pricing, incentives and support programs based on customer inputs and market intelligence. 

  • Willingness and ability to travel 15-20% of the time, including some international travel, when appropriate 

 

Lenovo is a global company with customers and partners worldwide; therefore, candidates are expected to join conference calls outside of "normal" business hours to help support internal development and customer and partner engagement. 

 

Basic Qualifications 

Position Requirements: 

  • BS in related fields. 

  • 5+ years working on the technology-related ISV partnerships and programs. 

  • Experience negotiating and closing partner agreements, including contribution to the business, technology, and legal elements of partner agreements. 

  • Experience working with product and engineering teams to translate needs into strategic business opportunities. 

  • Proven presentation skills both in presentation and creation. 

  • Proven track record of exceeding sell-through goals with partners 

  • Proven and demonstrable experience managing sales and marketing funnels 

 

Preferred Qualifications 

  • MS in related fields with MBA 

  • Exceptional analytical, communication, and presentation skills. 

  • Experience with technical, contractual, and financial negotiations with partners. 

  • Proven and demonstrable experience managing sales and marketing funnel. 

 

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. 

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any federal, state, or local protected class.