Position Description :
YOU will be responsible for evangelising the Workstation product portfolio,working with Alliance partners and ISVs, and driving workstation businessacross all accounts.
This will involve working both with end user accounts andbusiness partners and the broader commercial Lenovo sales organisation.
Theywill be instrumental in assisting the Account Executives and Inside SalesRepresentatives to increase overall AUR, positioning Workstations in everysales opportunity
Link to Lenovo Asia Pacific Strategy :
The Workstation product category is key to the Lenovo AP strategy as successhere will help to deliver higher AUR & profitability for Lenovo as well ascutting into to our key PC competitors most profitable product portfolios
Revenue, Growth, Profit Targets :
Increase market share
Grow Average Unit Revenue
Increase premium mix to grow overall profit margin
Day-To-Day Responsibilities :
Engage with team and prospects to win new Workstation business for Lenovo.
Identify, qualify, and close Workstation opportunities for Lenovo productsand services.
Drive strong partnerships with ISVs & associated ISV partners
Deliver Workstation sales presentations across all accounts
Drive tactical execution and traction of marketing programs applicable toWorkstations
Engage with extended teams in responding to RFPs (Request for Proposals),product transition plans, and resource planning
Develop strategies for profit and pricing proposals, as well as communicateand understand the Workstation sale’, industry trends, and critical successfactors.
Align themselves to strategic software partners and industry bodies
Key Performance Indicators / Metrics :
Market share growth
Team Involvement :
High level of interaction with Product Marketing and between other salesleads, including AEs, ISRs and channel partners.
Close engagement withMarketing, Strategic Alliances
Position Requirements :
Experience & Skills :
Minimum 10yrs sales / technical experience, in or around the workstation marketin hardware or software. Several years’ experience in a similar role at amajor player in the market
High energy, Self motivated, success oriented, dynamic, persistent anddriven. Deep technical competencies will be viewed positively as will a highlysuccessful sales approach and evangelistic product approach.
Proven sales track record combined with a passion for the customer and theproducts that deliver unique value
Ability to manage multiple complex sales engagements whilst alwayspositioning value
The ability to build and maintain strong relationships with customers andpartners
High energy and engagement ethos
An ability to quickly grasp technical concept and ideas and translate theseinto solutions
Excellent communication skills presentation, negotiation
The ability to work to aggressive targets and deadlines
Additional Competencies :
Self-motivated with a strong drive for success
Leadership and Evangelistic approach, imaginative, smart, passionate,approachable
Technical Competencies required :
Knowledge of the PC industry and specific understanding of Workstationhardware
Experience with ISV Software and / or relevant vertical markets consider as apositive
Qualifications / Education :
Bachelor degree in IT, Business, or associated discipline preferred