Global Account Manager

at  Lenovo

ADDITIONAL LOCATIONS :

• United Kingdom - Hampshire - Farnborough
  Why Work at Lenovo
  We are Lenovo. We do what we say. We own what we do. We WOW our customers.
  Lenovo is a US$62 billion revenue global technology powerhouse, ranked #217 in the Fortune Global 500, employing 77,000 people around the world, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver smarter technology for all, Lenovo has built on its success as the world’s largest PC company by further expanding into growth areas that fuel the advancement of ‘New IT’ technologies (client, edge, cloud, network, and intelligence) including server, storage, mobile, software, solutions, and services.
  This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com , and read about the latest news via our StoryHub .
  Description and Requirements
  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 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.

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.
We are 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, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.

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.