Lenovo

Why Work at Lenovo

We are Lenovo! 
We’re a leader in genuine innovation, dreaming up – and building – the technology and services that enable and inspire progress around the world. Our innovative high-quality PCs & Smart Devices, Data Centers (ISG), Mobile and Smart Office products are designed and built with the customer in mind. And it’s our people who make this all happen- we believe different is better and our strength lies in this diversity.

Lenovo is the Number 1 Supercomputing provider in the world measured by Top 500 entries and we keep going. Our DataCenter team is dedicated to fostering an environment that encourages entrepreneurism and ownership - a workplace where your talents can be challenged, and your efforts recognized and rewarded.

Job Description and Requirements

The mission of a VMware Global Account Manager Global Accounts SI Telco at Lenovo is to be, or to become, the trusted advisor for her/his account that she/he engages with to discuss any business innovation, transformation or IT initiative. As the first go-to contact for multinational companies having a global presence, the VMware Global Account Manager will activate and steer internal and external relations to have first-in-class solutions developed, positioned and sold that meet her/his accounts’ business and IT infrastructure and software requirements. She/he will develop and own a multi-million revenue business and will strive for the best Customer Experience so that her/his accounts become Lenovo advocates.

In this function she/he is instrumental in building a positive book-to-bill sales pipeline and delivering on respective sales and business objectives.

In addition, she/he will develop and drive a growth and sales plan and leverage the full infrastructure, services and adjacent company portfolio plus necessary required partnerships to achieve agreed performance levels. 

The position is based in Europe and requires frequent traveling as well as full professional fluency in French and English.

Key Responsibilities include

• Own and develop the sales agenda and respective relationships at multiple levels in the customer’s organizational hierarchy; be an escalation point
• Build, manage and execute a global account plan that includes details such as the key stakeholder matrix, target revenues and opportunities to pursue business growth
• Drive business development within the assigned account scope, maximizing Lenovo’s share of wallet of the relevant customers IT and infrastructure spend
• Manage the entire opportunity lifecycle: identify and proactively pursue business opportunities, promote and sell concepts, solutions, products and services to the account where possible and influence the client to award additional business based on new and demonstrated capabilities as well as past performances
• Define what is needed to understand, successfully address, and navigate a complex customer organization and operational structure to successfully line up and close business
• 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
• Work closely with product units, presales and services architects/engineers to develop and build customized solutions; provide feedback when gaps in our portfolio are identified
• Monitor the delivery process by working collaboratively with supply & services organizations to address all issues that may affect client satisfaction and Lenovo financial objectives

Organization

You will report to the EMEA ISG Global Account Director, supporting GSI and Telco Global Account customers in Europe. You will participate in weekly collaborative planning calls and meetings on EMEA and on global level.

What you’ll bring/ Position Requirements:

• Exceptional sales track record and the ability to build excellent business relationships with customers on all levels
• 5+ years sales experience, selling VMware to large enterprise or global accounts
• For this role having worked for a GSI or Telco account is a valuable plus
• Understand IT industry trends and how to successfully position Lenovo solutions, products and services
• Ability to listen and understand and master excellent verbal and written communication skills in English and German
• High self-motivation and action orientation with experience to successfully manage and complete customer negotiations
• Ability to build and lead virtual teams to achieve / exceed best in class outcomes / performances
• Experience in developing and executing customer account plans

What Lenovo can Offer You

• An open and stimulating environment within one of the most forward-thinking IT companies- our team culture inspires us to do our best
• Opportunities for career development & growth- you are joining a stable and growing business leader
• Access to trainings for personal development
• An international team with a high focus on Gender Diversity
• Attractive compensation package and Performance based reward

We are looking forward to discussing this position with you soon!

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