Lenovo Data Center Partner Channel Account Manager in Stockholm, Sweden
Data Center Partner Channel Account Manager LENOVO – Working to be #1 in the Data Center Market
Lenovo is a 46USD billion technology company with a broad portfolio of solutions addressing the needs of users from personal devices to entire Data Center infrastructures. Lenovo's business is built on product innovation, a highly-efficient global supply chain and a clearly defined competitive Protect & Attack Strategy. Its product lines include a full range of commercial and consumer PCs, servers, storage, networking, and workstations, and a family of mobile internet devices including smartphones, tablets and convertible products. It has approximately 60.000 employees globally serving customers in 160 countries.
Key Responsibilities & Performance Expectations The Channel Account Management will be responsible for selling Lenovo’s Data center Solutions and services including servers, storage, and networking devices (including the supporting management software) contracts to the Resellers within his territory. This individual should have a sales background with a proven track record in a similar working environment. The chosen Channel Account Manager will work in an entrepreneurial start-up environment and perform activities as outlined below. He will leverage DCG Partner program, LBP, Solutions incentives in order to grow the share of Wallet and develop acquisitions target.
To identify, qualify and win new and incremental business opportunities to sell Lenovo’s capabilities and offerings
To work with field sales and leverage relationships with assigned business partners to develop and drive a proactive approach into assigned Partners
Utilize Lenovo’s programs to increase Share of Wallet within the allocated partners.
Ability to sell the Data Center Portfolio, consisting of servers, storage, and networking devices including the supporting management software and services.
Understand Partners requirements and ensure investment in the Lenovo business.
Identify and secure cross selling and up selling opportunities
Driving sales initiatives and marketing campaigns
Simplifying the sales process to ensure Lenovo is a preferred data center partner
Raise service issues, warranty calls, registration
Produce accurate Partner account plans, sales forecasts and ensure sales activity is tracked using the required reporting tools on a daily and weekly basis
Hold responsibility for uncovering opportunities, selling the benefits of the full catalogue of the Data Center products.
Able to construct customer deals within agreed financial parameters.
Good business acumen with ability to understand margin, Total Cost of Ownership and return on investment.
Qualifications, Skills & Experiences
Minimum five (5) years sales experience in the Enterprise Data Center market with a proven track record of success in Managing resellers or Distributors
Proven ability to sell Data Center solutions consisting of servers, storage, and networking devices including the supporting management software and services.
Deep understanding of the core technologies, industry trends, and workloads shaping the Enterprise Data Center market including Cloud, Converged Systems, and Analytics.
Fundamental understanding of common Linux and Windows server applications.
Proven ability to contact, qualify, develop and close leads face to face, by phone, by chat, and by email.
Systematic, persistent and efficient when managing both time and accounts.
Proficient with MS Office and sales CRM solutions (Salesforce.com).
Excellent verbal and written communication and sales skills.
Ability to carry a quota and overachieve month over month.
Be part of a team, with best in breed execution quality.
And you are: Behaviors & Work Attitude
Knows how to create opportunities, and close transactional deals
Entrepreneurial Mind-set with self-starting capability - Can do attitude
Desire and ability to provide an outstanding customer experience and go the extra mile in everything you do
Push your distributors, own and drive the people agenda
Problem solver and decision-maker
Prioritize customer focus, able to work under pressure of senior clients
Able to align people and influence decision making, effectively working in a matrix
Collaborative working style and high commitment to get the job done
Persuasive with expertise and facts - Ability to challenge and debate critical issues
Demonstrates integrity in all business interactions and honours personal commitments
Demonstrated commitment to high professional ethical standards and a diverse workplace
Able to present information in a concise way
High comfort-level working in a global, diverse environment
Be proactive + quick; bold + innovative in all you do -
Job ID #: 53916
Position Title: Data Center Partner Channel Account Manager
Functional Area: Sales
Facility: Sales Branch Office
Relocation Provided: No
Education Required: Technical Degree
Experience Required: 5 - 7 Years
Travel Percent: 10