Description and Requirements Responsibilities
* Responsible for driving Datacenter Infrastructure (ISG) solutions revenue and profits in assigned territory in the commercial space through Business Partners.
* Hold relationships/engagements with key ISG pre-sales and sales staff in our Business Partners and build the One Lenovo Datacentre Brand value proposition in the market.
* Cultivate large ISG deals with business partners and drive them to closure with support from cross functional teams along with country channel managers.
* Maintain strong relationships with executives and influencers in all assigned partners.
* Establish trust and confidence with channel partners and customers with a consultative selling approach to address customer pain points.
* End to End ownership of channel ISG opportunities - opportunity identification, creation, progression and closure. Maintenance of opportunities in CRM.
* Plan and execute partner marketing activities relevant to ISG including promotions and incentives. Partner enablement and certification – drive with your assigned partners.
* Ensure Business Partners' compliance to Lenovo standards of business conduct and integrity Business Partner compliance .
* Able to work with cross function teams (often across geographies) on technology and process engagements
* Develop a sales and technical community amongst the top tier partners and materially improve Lenovo solutions knowledge amongst key contacts.
* Understand and document each partner's solution capability and identify opportunities for product fit. Work with partner product managers to understand the partner solution development roadmap and align 'sell to' opportunities.
* Support the identification and acquisition of new / strategic Managed Service Provider partners.
Key Performance Indicators
* Overall Business growth in ISG channel through Server, Storage and Solutions & Service portfolio.
* Market share gain by building & winning Funnel for ISG.
* Build Capacity of channel to drive leadership in ISG.
Requirements
* Minimum 10 years of successful track record of channel sales / direct sales experience in the IT market (preferably in a people management role).
* Good communication skills and conversant with current data center technology trends.
* Should be aware of the partner eco-system in the country.
* Should be dealing in Backup solutions, End point Security, Enterprise Datacentre products ,HCI, ARS ,HPC, Cloud (public & hybrid) for major part of his career.
* Job will require to continue to build the partner network and then continue to manage and expand the business.
* Will need to meet the Company objectives of revenue, p-con and drive team KPIs.
* Build a strong partner network that not only provide Indirect Business but also can be leveraged for sale to MM accounts Strong Program development and execution skills.
* Ability to multi-task, research and analyze different situations.
* Strong presentation, sales, negotiation and influencing skills.
* High level of customer focus.
Additional Locations
* Australia - New South Wales - North Sydney
* Australia
* Australia - New South Wales
* Australia - New South Wales - North Sydney
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