Lenovo

【募集背景・期待ミッション】
Lenovoは現在、「デバイス企業からAIソリューション企業へ」という変革をグローバルで推進しています。日本市場において本ポジションは、その変革を牽引する中核ロールです。AI / HPC / Cloud / Edge / Device といった先端技術を起点に、Lenovoの戦略的顧客に対してCxOレベルの意思決定を促し、構想からビジネス創出・収益化までをリードするGo-to-Expertとして活躍いただきます。Lenovoは「Highbrid AI戦略」のもと、デバイス〜インフラ〜データ〜AIまでをエンドツーエンドで提供できる稀有な強みを有しています。

この強みを活かし、Automotive／製造／IoT／SCM などの領域において、AI・HPC・Edge・OT（Physical AI）を組み合わせた変革提案を、技術・ビジネス両面から推進していただきます。また本ポジションは、営業・アーキテクトと連携しながら、構想提案から受注までを一気通貫でリードするRevenue Driverとしての役割を担います。特に今後の注力分野として、AI / HPC / Cloud / Edgeを統合したE2Eアーキテクチャ（Device〜Edge〜Data Center〜AI推論まで）の設計・提案を期待しています。

Position Description:   

In this role, you will become the evangelist for Lenovo services and solutions and map our portfolio to our clients’ strategies. You will provide thought leadership and be the expert on industry trends to your clients and other Lenovo sales teams. You will work with the most senior decision-makers in our strategic accounts and our most senior internal stakeholders. You will ensure the appropriate portfolio of our products, services and software is architected to solve the complex business challenges and close sales opportunities.

Roles and Responsibilities

You will be supporting sales activities for the country and reporting to the Strategic Account Solutions Leader of Asia Pacific.

• Work closely with the country Client Manager (CM) to develop account plans to better understand the customer’s strategic directions that will result in our ability to identify, qualify opportunities, collaborate on sales strategy, process, and level of presales engagement to prioritize time, activities, and investments of the most impactful revenue-generating opportunities.
• Have a broad understanding of IT solutions and services that can address customer’s business problems. Lead and shape the sales enablement process for the creation of customer-specific solutions through working closely with dedicated business development managers for devices, services and the broader sales team.
• Provide advisory to customers to design managed services and resolve complex hardware, services and systems concerns, resulting in identifying, qualifying, progressing and winning opportunities for Lenovo.
• Develop deep relationship the customers to cover all contacts of the customers’ buying coalition necessary to win in our projects.
• Have good understanding of IT operations (and challenges), systems integration and managed services to help customers better their user experience.
• Develop technical program discussions with customers; understanding customers install base, technical environments, privacy concerns, etc, resulting in progressing opportunities.
• Manage in conjunction with the Client Managers, the execution and delivery of best outcome solution/s for the customers.
• Champion the customer by helping to orchestrate, motivate and inspire the presales team, finance, service delivery and ecosystem partners on customer situations, clarity of vision, help them focus on what needs to be done and prescribes the optimal solution to deliver desired outcomes with a sense of urgency.
• Be a creative problem solver with sound judgment in developing multiple solutions related to customer-related issues.
• Ensure the quality of the presales deliverables (presentation, demonstrations, etc.) and align resources to opportunity activities and establish due dates and milestones to ensure successful customer deliverables.
• Demonstrate value to customers of a solution approach with a clear articulation of ROI and business case instead of reducing pricing.
• Thorough understanding of the competitive landscape and the ability to clearly and technically differentiate Lenovo solution’s market position in the market and employ new concepts which impact customers positively.
• Drive consistent presales processes, including dry-runs and discovery sessions and other tools to ensure superior evaluations, product demos and presentations.
• Be good at staff work for prompt and accurate forecasting of business including use of Microsoft Dynamics 365 opportunity management system.
• Assist in pricing exercises including helping sales team select correct standard part numbers; if a custom solution is recommended, work with the solution architects on the financial modeling based on licensing costs, number of service hours, etc.
  
  

Position Requirements:

• 8+ Years of experience working within the technology industry in a Pre-sales/Solution Architect role solving technology challenges, with 1-2 years of people management experience being a plus but not mandatory.
• Knowledge of Lenovo’s portfolio, competitive solutions, and how they relate to customer requirements.
• Critical thinking to identify value propositions for clients.
• Good charisma to pitch at C level customer
• Strong verbal and written communication skills to simplify and explain complex problems with an ability to execute.
• Consultative and collaborative mindset - your engagement with clients will lead to new and innovative solutions.