Lenovo

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

• Work closely with the country Account Executive 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.
• Develop deep relationship the customers to cover all contacts necessary to win in our projects.
• Manage in conjunction with the Client managers, the execution and delivery of best outcome solution/s for the customers.
• Motivate and inspire the teams by providing a vision, empowering functional specialists, encouraging creativity, clearly communicating expectations, and providing support for team and client success.
• Provide advisory to customers to design management services and resolve complex hardware, services and systems concerns, resulting in identifying opportunities for Lenovo.
• Develop technical program discussions with customers; understanding customers install base, technical environments, privacy concerns, etc, resulting in progressing opportunities.
• Be a creative problem solver with sound judgment in developing multiple solutions related to customer-related issues.
• Identify, qualify, progress and win solution opportunities for Lenovo in the set of strategic accounts
• 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.
• Have good understanding of IT operations (and challenges), systems integration and managed services to help customers better their user experience.
• Be able to uncover business problems by engaging customers at different levels
• 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.
• Collaborate with internal teams, partners across multiple organizations including, but not limited to, sales; finance; service delivery and customer
• Demonstrate value to customers of a solution approach with a clear articulation of ROI and business case.
• 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.
• Architect Lenovo Intelligent Devices & service portfolio solutions that solve customer’s business problems
• Champion the customer by helping to educate the presales team on customer situations, help them focus on what needs to be done and prescribes the optimal solution to deliver desired outcomes.
• Possess the ability to win deals by value proposition instead of lower pricing.
• Strong team player with the ability to orchestrate relevant internal resources to progress client engagements to closure and act with urgency. Drive consistent presales processes, including Microsoft Dynamics 365 opportunity management, dry-runs and discovery sessions and other tools to ensure superior evaluations, product demos and presentations. Good admin acumen for prompt and accurate forecasting of business
• Assist and lead pricing exercises including helping sales team select correct standard part numbers; if a custom solution is recommended, work with the solution architect on the financial modeling based on licensing costs, number of service hours, etc.
• Contribute to devices planning and demand forecasting, performance analysis and system tuning