The Client Relationship Representative is responsible for selling Lenovo's portfolio of offerings (IDG and ISG hardware, software, services, and industry solutions) directly to customers.
Responsibilities
* Work independently or lead a team of sales specialists, providing advice and guidance to others.
* Maintain comprehensive knowledge of the discipline's offerings and drive their success within the business unit.
* Lead large and/or complex opportunities with significant national customers and win the business.
* Use in-depth sales, business, and professional skills to work with any level of customer management and contribute to sales objectives and strategies beyond your territory.
Day‐to‐Day Responsibilities
* Develop and maintain comprehensive technical sales knowledge, financial and selling skills for opportunities across the business unit.
* Demonstrate required proficiency levels for technical and sales skills, as defined for ACQ Client Relationship Representatives.
* Maintain an in-depth knowledge of sales processes, techniques, and tools, advising others on their use.
* Apply opportunity/territory management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, and service business management processes.
Team Involvement
* Work closely with an Internal Account Manager in Kuala Lumpur and collaborate with other business areas such as brand, finance, and operations.
* Maintain in-depth knowledge of competitors' offerings, strategies, and plans.
* Differentiates Lenovo offerings from competitors, creating customer preference.
* Negotiate with team members to define approaches and goals, especially regarding solution design and sales action plans.
* Negotiate with multiple levels of customer management to close sales successfully.
Problem Solving
* Design integrated solutions (hardware, software, services) to meet complex customer business requirements and deliver workable proposals.
* Identify complex problems related to discipline offerings, customer engagements, and business unit metrics; analyze situations and implement solutions while assessing risk.
* Apply creativity and judgement on complex opportunities, defining sales activities or projects within the business environment.
Contribution & Leadership
* Lead teams of professionals, providing ongoing technical and sales guidance for large or complex opportunities.
* Initiate selling activities where no relationship team or agent is involved, developing solutions with no precedent.
* Understand the mission and vision of the sales function within the business unit and geography.
* Utilize expertise to influence people outside the business unit, including sales headquarters and product divisions.
* Participate regularly in planning sales strategies and objectives for the territory/business unit.
Impact on Business/Scope
* Accountable for assigned territory sales results, revenue and margin targets, and activities of cross‐functional sales teams.
* Typically assigned to large/complex opportunities with national or significant customers.
* Maintain high customer satisfaction, designing and implementing plans to improve engagement and solutions.
Position Requirements
* Minimum 7–10 years of sales experience in IT.
* Proven track record of meeting and exceeding sales quotas.
* Experience selling to the Very Large Enterprise sector.
* New business sales experience.
* Experience providing end‐to‐end account management.
* Strong business acumen.
* Network of existing customers, partners, and business contacts in the target market.
* Self‐motivated with the ability to assess customer requirements and business drivers accurately.
* Deliver with speed, adapt to change, and implement business processes effectively.
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