Position Description
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.
THE POSITION – Overall Purpose of the Job
The Data Center Channel Senior Sales Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Senior Sales Manager is responsible for achieving sales, profitability, and partner recruitment objectives. He represents the entire range of company products and services to assigned partners. The Channel Senior Sales Manager reports to the Territory Lenovo Data Center leader.
Key Responsibilities & Performance Expectations
The Chosen Data Center Channel Senior Sales Manager Will Work In An Entrepreneurial Start-up Environment And Perform Activities As Outlined Below
Are you a Sales Leader. Lenovo is looking for a passionate, articulate, and enthusiastic Channel Senior Sales Manager to manage a team of X Channel Sales professionals located across X, Y, Z. This is a true leader role, with a good balance of prospecting and relationship management.
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- People management responsibilities, including KPI/objective setting, coaching, performance feedback & assessment,
- In addition to people management responsibilities, will have responsibility for their department’s resources, short-term planning, and budget.
- Establishes productive, professional relationships with key personnel in assigned partner accounts.
- Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
- Sells through partner organizations to end users in coordination with partner sales resources.
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
- Ensures partner compliance with partner agreements.
- Drives adoption of company programs among assigned partners.
- Proactively recruits new qualifying partners.
- Conduct deep analysis in identifying complex problems; generate and coordinate solutions with other functions or team members to solve complex problems
- Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings
- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
- Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
- Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
Qualifications, Skills & ExperiencesPosition Requirements
- Minimum of 12 years of sales experience with 5 years in management
- Proven track record of success selling in a highly competitive environment (demonstrated by history of meeting and exceeding quotas)
- Minimum five (5) years sales experience in the Enterprise Data Center market with a proven track record of success.
- 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.
- Proficient with MS Office and sales CRM solutions (Salesforce.com).
- Excellent verbal and written communication and sales skills.
- Experience managing in a matrix environment
- Leadership capabilities and presence that enables you to work effectively at all levels within an organization
- Ability to create and implement successful sales plans
- Experience selling TCO and ROI business models to executives
- Ability to mentor and motivate sales representatives who work remotelyBehaviors & Work Attitude
- 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
- Problem solver and decision-maker
- Prioritize customer focus, able to work under pressure
- 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
