ISG Channel Sales Executive

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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 partners 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.

Requirement:

• 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 - Chatswood