, Posted on May 11, 2018
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 Sales 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
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.
Good business acumen with ability to understand margin, Total Cost of Ownership and return on investment.
Industry Type :
Consumer Durables / Consumer Electronics
Functional Area :
Sales / Business Development
Desired Candidate Profile
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 and/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.
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).
Fluent language skills in English (mandatory) and Arabic (preferred).
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.
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 and innovative in all you do
Adapt communications and approaches to drive negotiations with various partners to conclusion, resulting in common agreements. Maintain and cultivate senior executive relationships.
Demonstrate expertise in building customers relationships, which promote and enable a deep understanding the corporate Reseller business goals and objectives
The position requires travelling within the assigned territory
What we offer
A multitude of professional and personal opportunities
An open and stimulating environment within one of the most forwarding thinking IT companies
Flat structures and fast decision-making processes
A modern and flexible way of working to combine personal and professional life
An international team with a high focus on Gender Diversity
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