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Global Account Manager

1 month ago

Farnborough, Hampshire, United Kingdom Lenovo Full time
Job Description

The Global Account Manager at Lenovo is responsible for building and maintaining strong relationships with two large System Integrators (SIs). As the trusted advisor, you will work closely with these SIs to discuss business innovation, transformation, and IT initiatives. Your mission is to develop and own a multi-million revenue business, striving for the best customer experience to make these SIs Lenovo advocates.

In this role, you will be instrumental in building a positive book-to-bill sales pipeline and delivering on respective sales and business objectives. You will lead a team of sales managers in EMEA and develop and drive a growth and sales plan, leveraging the full infrastructure, services, and adjacent company portfolio to achieve agreed performance levels.

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

Key Responsibilities
  • Own and develop the sales agenda and respective relationships at multiple levels in the customer's organizational hierarchy; be an escalation point
  • Manage a team of regional sales managers
  • 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 team 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 Sales Director and work closely with the SI Vertical Sales Director and the SI Account team. You will participate in weekly collaborative planning calls and meetings on EMEA and on global level.

What You'll Bring
  • Exceptional sales track record and the ability to build excellent business relationships with both companies on all levels
  • 10+ years sales experience, ideally selling to SIs in Europa, Middle East, and Africa or other Global Accounts
  • For this role, having worked for SIs as a customer and in the IT infrastructure solution and/or other SIs is a valuable plus
  • Understand IT infrastructure and SI 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
  • High self-motivation and action orientation with experience to successfully manage and complete customer negotiations
  • Ability to build and lead 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 rewards
  • We are looking forward to discussing this position with you soon

Lenovo is an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any federal, state, or local protected class.