Lenovo

Can you build and manage the relevant customer interactions on business development and business operational levels? Can you build a positive book-to-bill sales pipeline and deliver on respective EMEA sales and operational objectives?

Once you join us, your focus will be meeting sales growth and financial goal achievement expectations. As well as company strategic, financial & operational excellence, customer experience and client as well as contract fulfilment objectives. You will work largely customer facing with the customer teams, especially business sponsoring, procurement and business operational teams to secure winning and executing new and existing business.

You will further proactively develop and drive a growth and sales plan that is geared to deliver agreed financial, operational and customer satisfaction in tight cooperation with a wider direct and virtual account team. You will be accountable towards the global account leadership ie managing director (MD) and global account manager (GAM). You will leverage the full ISG, SSG and if necessary adjacent company portfolio plus necessary required and approved partnerships to achieve agreed performance levels.

You will report to the head of the DTAG global account and will be a member of the respective account leadership. Due to the complex and global nature of the respective client organizations, direct non-formal reporting to the GAM as well as other Lenovo managers are expected and required.

What are the key job responsibilities?

• Own the ISG sales agenda and respective relationships at multiple levels in the customer’s organizational hierarchy; be the ISG and related SSG sales responsible at Lenovo 360 for the respective  global account(s)  in EMEA
• Build, manage and execute an ISG EMEA account plan that includes details such as the key stakeholder matrix, opportunities to pursue business growth and estimated target revenues,  profitability as well as pipeline over time plus competitor analysis, SWOT and what is needed to win and execute the account plan
• Drive business development within the assigned account scope, maximizing Lenovo’s share of wallet of the relevant customers IT spend
• Manage the entire opportunity lifecycle: identify and proactively pursue business opportunities, promote and sell concepts, solutions, products and services to the customer where possible and influence the client to award additional business based on new and demonstrated capabilities as well as past performances
• Conduct research as well as competitive analysis, delivering client presentations, preparing estimates & proposals, and leading negotiations
• Define and execute competitive bid and pricing strategies in cooperation with the account leadership and relevant Lenovo stakeholders, lead bids and customer facing business engagements to sell competitive solutions
• Work closely with product unit, presales and services architects/engineers to develop and build customized solutions; provide feedback when gaps in our portfolio are identified

What do we expect from you?

• You are an exceptional sales executive with a focus on strong relationship sales and sales operations skills incl. the ability to build excellent business relationships with customers
• 10+ years sales experience, including sales roles in multi-cultural environments, in different geographies for multi-national accounts
• Experience in/with a key player of the Telco and/or Cloud industry in addition to senior experience in the service provider IT industry

• Ability to listen and understand and master excellent verbal and written communication skills in both German and English
• Possess strong interpersonal skills and proven capability to build relationships with senior customer stakeholders and procurement as well as partners.
• Several years of experience in selling direct and indirect to large enterprise or multinational accounts in the IT, cloud and telco segments
• Demonstrated experience to successfully manage and complete negotiations, experienced in developing and executing sales and account plans
• Understand IT industry trends and how to successfully position Lenovo solutions, products and services

What We Offer:

• An open and stimulating environment within one of the most forward-thinking IT companies.
• Flat structures and fast decision-making processes.
• A modern and flexible way of working to combine personal and professional life, working from home.
• An international team with a high focus on Gender Diversity.
• Attractive compensation package.