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    Strategic Account Executive - Melbourne, Australia - Lenovo

    Lenovo
    Lenovo Melbourne, Australia

    2 weeks ago

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    Description

    We are Lenovo. We are committed to our word. We take responsibility for our actions. We strive to impress our customers.

    Lenovo is a leading global technology company with a revenue of US$62 billion. We are ranked #217 in the Fortune Global 500 list, with a team of 77,000 employees worldwide, serving millions of customers across 180 markets daily. Our focus is on delivering innovative technology solutions to all, expanding beyond being the world's largest PC company into areas like server, storage, mobile, software, and services, driving the evolution of 'New IT' technologies.

    Our continuous transformation, coupled with groundbreaking innovation, is shaping a more inclusive, reliable, and intelligent future for all. For more information, you can visit our website and stay updated with the latest news through our StoryHub platform.

    Description and Requirements

    Business Area Description :


    • The Strategic Account Executive role involves selling LENOVO total offerings across all segments (IDG, ISG, SSG, and MBG) as part of our One Lenovo approach, directly to customers.
    • The Account Executive is an independent leader responsible for guiding a team of sales specialists.
    • They possess extensive knowledge of Lenovo's offerings and are accountable for the success of these offerings within the business unit.
    • This role typically leads large and/or complex opportunities, targeting national or significant customers, with a focus on securing business deals.
    • The Account Executive demonstrates advanced sales, business, and professional skills, engaging with customers at all management levels. They contribute holistic insights to sales objectives and strategies for the business unit.

    Day-To-Day Responsibilities:


    • Develop and maintain a deep understanding of technical sales in various offerings, along with financial and selling skills applicable across the business unit.
    • Showcase proficiency in technical and sales skills as per the defined standards for Account Executives.
    • Possess in-depth knowledge of sales processes, techniques, and tools, guiding others on their utility. This includes expertise in opportunity/territory management, network management, cost justification, and more.

    Team Involvement


    • Collaborate closely with a Lenovo Internal Account Manager and other business areas, such as brand and finance, forming an extended team.
    • Stay updated on competitor offerings, strategies, and differentiation methods.
    • Effectively position LENOVO offerings against competitors, establishing customer preference for our solutions based on unique value propositions.
    • Negotiate with team members and customers at various levels to define approaches, goals, and close sales successfully.

    Problem Solving


    • Design comprehensive integrated solutions encompassing hardware, software, and services to meet intricate customer requirements. Structure proposals ensuring practical solutions.
    • Address complex problems related to offerings, sales engagements, and business unit metrics, analyzing situations and implementing effective solutions while assessing risks.
    • Apply creativity and judgment in challenging opportunities, defining sales activities or projects in a dynamic business environment.

    Contribution/Leadership


    • Lead teams of professionals to design solutions for large or complex opportunities, providing ongoing technical and sales guidance to navigate unique challenges.
    • Initiate sales activities independently and develop innovative customer solutions when no prior blueprint exists.
    • Comprehend the sales function's mission and vision within the business unit and geography, influencing stakeholders outside the immediate team.
    • Contribute to sales strategy planning and setting objectives for the territory/business unit, leveraging expertise to impact diverse stakeholders.

    Impact on Business/Scope


    • Accountable for sales results in the designated territory, achieving revenue, margin, and personal objectives, while spearheading cross-functional sales team activities and projects.
    • Typically tasked with managing large and complex opportunities, ensuring high levels of customer satisfaction through tailored engagement strategies and solutions.

    Position Requirements

    Key Performance Indicators / Metrics:

    • Revenue and Margin attainment against sales plan

    If you require an accommodation to complete this application, please

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