Senior ISG Account Manager m/f/d

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$57 billion revenue global technology powerhouse, ranked #248 in the Fortune Global 500, 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 with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), 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.

Description and Requirements

Can you build and manage the relevant customer interactions on business development and business operational levels? Can you build a positive book-to-bill sales pipeline and deliver on respective EMEA sales and operational objectives?

Once you join us, your focus will be meeting sales growth and financial goal achievement expectations. You will work largely customer facing with the customer teams, especially business sponsoring, procurement and business operational teams to secure winning and executing new and existing business.

You will further proactively develop and drive a growth and sales plan that is geared to deliver agreed financial, operational and customer satisfaction in tight cooperation with a wider direct and virtual account team. You will be accountable towards the global account leadership ie managing director (MD) and global account manager (GAM).

What are the key job responsibilities?

• Own the ISG sales agenda and respective relationships at multiple levels in the customer’s organizational hierarchy.
• Build, manage and execute an ISG EMEA account plan that includes details such as the key stakeholder matrix, opportunities to pursue business growth and estimated target revenues.
• Drive business development within the assigned account scope, maximizing Lenovo’s share of wallet of the relevant customers IT spend.
• Manage the entire opportunity lifecycle: identify and proactively pursue business opportunities, promote and sell concepts, solutions, products and services to the customer.
• 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.
• Work closely with product unit, presales and services architects/engineers to develop and build customized solutions.

What do we expect from you?

• You are an exceptional sales executive with a focus on strong relationship sales and sales operations skills.
• 10+ years sales experience, including sales roles in multi-cultural environments.
• Experience in/with a key player of the Telco and/or Cloud industry.
• Ability to listen and understand and master excellent verbal and written communication skills in both German and English.
• Possess strong interpersonal skills and proven capability to build relationships with senior customer stakeholders.
• Several years of experience in selling direct and indirect to large enterprise or multinational accounts in the IT, cloud and telco segments.
• Demonstrated experience to successfully manage and complete negotiations.
• Understand IT industry trends and how to successfully position Lenovo solutions, products and services.

What We Offer:

• An open and stimulating environment within one of the most forward-thinking IT companies.
• Flat structures and fast decision-making processes.
• A modern and flexible way of working to combine personal and professional life, working from home.
• An international team with a high focus on Gender Diversity.

At Lenovo we are proud to be an equal opportunity company. This vacancy certainly applies for people with disabilities, too.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment.

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