General Information

Req #
WD00029577
Career area:
Sales
Country/Region:
Australia
State:
New South Wales
City:
Chatswood
Date:
Tuesday, May 3, 2022
Working time:
Full-time
Additional Locations: 
* Chatswood - New South Wales - Australia

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$60 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

Lenovo (HKSE: 992) (ADR: LNVGY) is a US$60 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. To find out more visit https://www.lenovo.com,and read about the latest news via our StoryHub.


The Account Executive will be responsible for acquiring new accounts within the Large Enterprise Sector in NSW. Their charter is to secure new customers, grow revenue, profit, new lines of business, and build customer satisfaction.


Business Area Description:

       The Very Large Enterprise Account Executive is responsible for selling LENOVO offerings (hardware, software, services, and industry solutions) directly to customers.

       The Account Executive works independently or is the leader of a team of sales specialists, providing advice and guidance to other specialists.

       The Account Executive has comprehensive knowledge of the discipline's offerings and is responsible for the success of those offerings within the business unit.

       This professional typically leads large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the business.

       The Account Executive has in-depth sales, business, and professional skills to work with any level of customer management. With a perspective beyond the assigned territory, this professional provides input to sales objectives and strategies for the business unit.


Day-To-Day Responsibilities:

  • Develops and maintains comprehensive technical sales knowledge in the discipline offerings, along with financial and selling skills, that can be applied to opportunities across the business unit.
  • Demonstrates required proficiency levels for technical and sales skills, as defined for Account Executives.
  • Maintains an in-depth knowledge of the sales processes, techniques, and tools, and advises others on their use.
  • Examples of these include but are not limited to -- opportunity / territory management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, service business management processes.


Team Involvement

       Works closely with an Internal Account Manager based in Sydney. Involvement with other areas of the business (brand, finance, operations etc) is also a key part of working with an extended team.

       Communication/Negotiation

       Maintains in-depth knowledge of competition's offerings, strategies and plans.

       Effectively differentiates LENOVO offerings from competitive alternatives and creates customer preference for LENOVO offerings, based on that differentiation.

       Negotiates with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans. Facilitates teams, where members have diverse backgrounds.

       Negotiates with multiple levels of customer management, resulting in successful closing of the sale.
 

Problem Solving

       Designs total integrated solutions including hardware, software and services, including offerings from other disciplines, to meet complex customer business requirements.

       Combines solutions with terms and conditions to create a final customer proposal. Ensures that the proposal delivered to the customer provides a workable solution.

       Recognises complex problems relating to discipline offerings, customer sales engagements, business unit measurements. Analyses situation and implements solutions. Assesses risk in terms of value and exposure to both LENOVO and customers.

       Applies creativity and judgement in developmental work on complex opportunities, defining sales activities, or other projects within the business environment.


Contribution/Leadership

       Leads teams of professionals (such as sales specialists, client relationship professionals, I/T specialists, LENOVO Business Partners), and provides ongoing technical and sales guidance, to design solutions for large or complex opportunities. Typically leads several opportunities concurrently.

       Initiates selling activity where no relationship team or agent is involved. May be assigned to develop customer solutions where no precedent exists.

       Understands the mission and vision of the sales function within the business unit and geography.

       Utilises expertise to directly influence people outside the business unit, such as in sales headquarters, product divisions.

       Regularly participates in planning of sales strategies and objectives for the territory / business unit.

Impact on Business/Scope

  • Accountable for assigned territory sales results, and specific personal objectives, including revenue and margin, and for activities and project results of cross-functional sales teams.
  • Typically assigned to large/complex opportunities, where customers may be national, or otherwise significant.
  • Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction with sales engagements and solutions.


Position Requirements:

       Key Performance Indicators / Metrics:

       Net new customer acquisition

       Revenue and Margin attainment against sales plan

       Line of business target attainment

       Pipeline metrics and forecast accuracy

       Account Planning

       Client Coverage

       Customer Satisfaction


Candidate Pre-Requisites:

       Bachelors degree preferred

       Minimum 7-10 years sales experience in IT sector

       Proven track record of meeting and exceeding sales quota

       Previous experience selling to the Very Large Enterprise sector

       New business sales experience

       Experience in providing end-to-end account management

       Strong business acumen

       A network of existing customers, partners and business contacts in the target market

       Candidates should be self-motivated and possess the skills to accurately assess customer requirements and business drivers.


Additional Competencies:

       Deliver excellent customer experience

       Deliver with speed

       Adapt to change

       Implement business processes effectively

* Chatswood - New South Wales - Australia