Global Account Manager

5 months ago

Farnborough, United Kingdom Lenovo Full time

Description and Requirements

The mission of the Global Account Manager GSI at Lenovo is to be the trusted advisor for two large SIs and to discuss any business innovation, transformation or IT initiative. As the first go-to contact for these SIs having a global presence, the GAM ISG will activate and steer internal and external relations to have first-in-class solutions developed, positioned and sold that meet business and IT infrastructure requirements of both companies. She/he will develop and own a multi-million revenue business and will strive for the best Customer Experience so that these SIs will become and remain a Lenovo advocate.

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

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 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 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.

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