Lenovo

Job Responsibilities: 

• Maintenance and Operational Services sales, Professional Services, Pay as use services Sale, 

• Manage maintenance renewals with a focus on profitable multi‐year agreements, clearly defined deliverables and a price book to capture upgrade related revenue. 

• Align service proposals to specific customer requirements 

• Close working relationship with sales and the services teams, specifically the Service Engagement Managers and consulting teams. 

• Increase revenue from existing customers. 

• Building new revenue streams from Systems Integrators / Service Providers channel partners 

• Increase services value proposition to customers and sales teams. 

• Ensure new opportunities have the appropriate maintenance value proposition and multi‐year agreements with clearly defined deliverables and price book for future growth. 

• Transformation of the sales engagement model to be strategy lead and capable of moving up the business to allow for an earlier and business level engagement of the services team, specifically the consulting team. 

• Develop opportunity specific “Service Solutions” to address non‐standard engagement models, such as Service Provider or Systems Integrator led sales engagements. 

KEY PERFORMANCE INDICATORS 

High Renewal rate of annuity contracts 

Increase of all services attachment to product sales

Demonstrable up‐selling products and service offers. 

Exceeding deal margins, using full P&L calculations. 

Deep Selling for Professional Services

Pay as use Services development and selling.

Priority Indicators:

Richer experience in selling maintenance. (Overall)

Aggressive Sales attribute and hunting ability for sales leads

Good Customer Connect

Ability to drive partner segment for augmentation of Revenue.

Complex deals handling capability.

Requires a mature solution selling approach with an established sales record including software sales experience. Demonstrated experience with large quotas and/or selling to C-level executives. Ability to mentor associates within services sales community. 

Typically requires 10+ year experience in selling Maintenance services including warranty upsell and a bachelor’s degree or equivalent experience. MBA is preferred.