Client Relationship Manager - Acquisition - NSW
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Client Relationship Manager - Acquisition - NSW
role at
Lenovo
.
We are Lenovo. We do what we say. We own what we do. We WOW our customers. Lenovo is a US$69 billion revenue global technology powerhouse, ranked #196 in the Fortune Global 500, and serves 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. Lenovo's continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere.
The ACQ Client Relationship Representative is responsible for selling ONE LENOVO portfolio of offerings (IDG and ISG hardware, software, services, and industry solutions) directly to customers.
Responsibilities
Works independently or leads a team of sales specialists, providing advice and guidance.
Has comprehensive knowledge of the discipline's offerings and is responsible for the success of those offerings within the business unit.
Typically leads large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the business.
Possesses in-depth sales, business, and professional skills to work with any level of customer management, and provides input to sales objectives and strategies for the business unit.
Day-To-Day Responsibilities
Develops and maintains comprehensive technical sales knowledge in the discipline offerings, along with financial and selling skills, that can be applied to opportunities across the business unit.
Demonstrates required proficiency levels for technical and sales skills, as defined for ACQ Client Relationship Representatives.
Maintains an in-depth knowledge of the sales processes, techniques, and tools, and advises others on their use.
Examples of these include, but are not limited to, opportunity/territory management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, and service business management processes.
Team Involvement
Works closely with an Internal Account Manager based in Kuala Lumpur, and collaborates with other business areas such as brand, finance, and operations.
Maintains in-depth knowledge of competitors' offerings, strategies, and plans.
Effectively differentiates LENOVO offerings from competitive alternatives, creating customer preference for LENOVO.
Negotiates with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans, and facilitates diverse teams.
Negotiates with multiple levels of customer management, resulting in successful closing of the sale.
Problem Solving
Designs total integrated solutions—including hardware, software, and services from other disciplines—to meet complex customer business requirements.
Combines solutions with terms and conditions to create a final customer proposal, ensuring the proposal delivered to the customer provides a workable solution.
Recognizes complex problems relative to discipline offerings, customer sales engagements, and business unit measurements, analyzes the situation, and implements solutions.
Assesses risk in terms of value and exposure to both Lenovo and customers.
Applies creativity and judgment in developmental work on complex opportunities, defining sales activities or other projects within the business environment.
Contribution & Leadership
Leads teams of professionals (sales specialists, client relationship professionals, IT specialists, Lenovo Business Partners), providing ongoing technical and sales guidance to design solutions for large or complex opportunities, and typically leads several opportunities concurrently.
Initiates selling activity where no relationship team or agent is involved, and may be assigned to develop customer solutions where no precedent exists.
Understands the mission and vision of the sales function within the business unit and geography.
Utilizes expertise to directly influence people outside the business unit, such as sales headquarters and product divisions.
Regularly participates in planning of sales strategies and objectives for the territory or business unit.
Impact on Business / Scope
Accountable for assigned territory sales results, and specific personal objectives, including revenue and margin, and for activities and project results of cross-functional sales teams.
Typically assigned to large/complex opportunities, where customers may be national or otherwise significant.
Manages to a high level of customer satisfaction, designing and implementing plans to increase satisfaction with sales engagements and solutions.
Position Requirements
Net new customer acquisition
Revenue and margin attainment against sales plan
Line-of-business target attainment
Pipeline metrics and forecast accuracy
Account planning
Client coverage
Customer satisfaction
Candidate Pre-Requisites
Bachelor's degree preferred
Minimum 7-10 years of sales experience in the IT sector
Proven track record of meeting and exceeding sales quotas
Previous experience selling to the Very Large Enterprise sector
New business sales experience
Experience in providing end-to-end account management
Strong business acumen
A network of existing customers, partners, and business contacts in the target market
Self-motivated with skills to accurately assess customer requirements and business drivers
Additional Competencies
Deliver excellent customer experience
Deliver with speed
Adapt to change
Implement business processes effectively
Seniority Level
Mid-Senior level
Employment Type
Full-time
Job Function
Sales and Business Development
Industries
IT Services and IT Consulting
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.
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