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Partner Account Manager - ISG



Sales & Business Development
Melbourne VIC, Australia
Posted on Friday, July 5, 2024

General Information

Req #
Career area:
Thursday, July 4, 2024
Additional Locations:
* Australia

Why Work at Lenovo

We are Lenovo. We do what we say. We own what we do. We WOW our customers.
Lenovo is a US$62 billion revenue global technology powerhouse, ranked #217 in the Fortune Global 500, employing 77,000 people around the world, and serving 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 by further expanding into growth areas that fuel the advancement of ‘New IT’ technologies (client, edge, cloud, network, and intelligence) including server, storage, mobile, software, solutions, and services.
This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com and read about the latest news via our StoryHub.

Description and Requirements


  • 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.


  • 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
* Australia