Lenovo

Key Objectives of Position:

• Own the end to end One Lenovo services and solutions penetration.

• Build & run an industry leading Digital Work Place managed services, Software Services and Cyber security solutions

• Identify & win opportunities for As a Service Business (Truscale/ DaaS ) & Industry Vertical Solutions services biz

• Overall Grow Lenovo SSG presence in key customer accounts

• Advise customer on Lenovo’s Solution Services Portfolio, Solutioning and Delivery capability spanning across End Points and Enterprise products.

Day-To-Day Responsibilities:

• Build short term and long term One Lenovo SSG strategy to grow Lenovo’s Services Penetration Rate

• Work with HW Sales teams, Solutions Consultant and other teams to

• Identify customer needs and pain points

• Propose the right solutions to solve customer problems

• Build detailed One Lenovo SSG account plans and maintain business relationships

• Collaborate with multiple stake holders in the Sales & SSG organization

• Develop action plans to ensure TCV (Total Contract Value) and other key performance indicators are exceeded for Digital Workplace Services, Software Services, Security Services, Truscale & vertical solutions

• Deliver training to the sales team and make them confident to pitch Solutions and Services to their customers

• Monitor new funnel creation and win rate, meet QoQ quota

• Share competitive and customer insights

• Present Weekly, monthly and quarterly plans on revenue performance.

• Attend Sales meetings and Business Partner /Service Partner meetings, prepare/provide adequate and relevant update on service portfolio

• Be an active participant in improving business process.

Key Competencies Needed:

• Min 20 Y Experience of working with a IT, SW , Solutions Organizations and have relevant experience in selling Services in the identified Market

• Strong connect with the C Level, ability to sell technology solution

• Can work Independently and as a team to seed and win deals

• Effortlessly work in a matrix org with multiple cross functional teams

• Be a go getter. Should take initiatives and be able to think out of the box

• In depth understanding & experience of the Digital Workplace Services, SW services and new age offering including DaaS & Vertical solutions

• Should have strong experience in selling these services to customer. Be conversant with customer sales & decision making cycle

• Strong analytical & presentation skills

• Be a strong influencer – be comfortable working in a cross functional environment – ability to coordinate, collaborate and orchestrate the working of multiple teams for organization success.

• Well connected with the market – customers, competition & partners

• Strong network and biz understanding – be able to gather information about the market and derive business insight from data

• Have attention to details and thoroughness in completing tasks

• Strong business acumen and be a competent problem solver and innovative thinker

• Ability to model complex financial deal scenarios and work under pressure

• Communication skills – ability to recognise challenges, and communicate quickly and effectively.

• Excellent organisational skills must be a self-starter who has experience in managing multiple initiatives / products simultaneously, passion for start-up like environment.

• Superior knowledge of IT Svcs technology

Key Performance Indicators / Metrics:

• Managed Services TCV/ACV

• Booking and Penetration Rate % in Key Accounts

• Execution of account level plans

• Achievement of Revenue and Gross Profit targets for solutions and services business

• Accuracy of forecasts and acct growth

• Lead a team of 2-3 reports and work with larger peer group sellers

Previous Experience:

• Similar experience in an IT services organization. Overall 20+ Years of Experience

Qualifications:

• A degree in business management with sound technical knowledge

Style of Person who would fit into Team:

• Energetic/passionate – committed to perform and work in a new environment. Collaborative and strong biz acumen.