Req #

WD00069296

Career area:

Sales Support

Country/Region:

United States of America

State:

North Carolina

City:

Morrisville

Date:

Thursday, August 1, 2024

Working time:

Full-time

Additional Locations:

Lenovo’s strategy for long-term success is driving and selling solutions beyond core PC to solve customer problems and gain relevance as leading IT solutions provider. The ISO Sales Transformation & Enablement organization has a key role to play in enabling organization readiness to deliver on this strategy. Reporting to the Director of ISO Revenue Enablement, this position will establish, drive, and enable a common sales process that improves the efficiency and effectiveness of the Lenovo sales force. This role plays a critical role in ensuring that sales and teams which support sales have the necessary resources and technology to effectively engage with customers and drive revenue growth for the organization. This role will work directly with the sales, digital transformation, product marketing, operations, and L&D teams to create scalable processes focused on increasing productivity and efficiency as well as build sales process best practices.

The successful candidate will define, execute, reinforce, monitor, and evolve a repeatable sales process in a dynamic, hyper growth environment. We are looking for a charismatic and collaborative individual committed to the development and the enhancement of our Go to Market strategy and teams. With a focus on process, collaboration, and customer-centricity, the ISO Sales Process Enablement Director will create an ecosystem to drive high performance selling. This individual will leverage technology, tools, and AI to accelerate sales productivity and increase win ratios.

The ideal candidate has demonstrated experience implementing and evolving sales processes and methodologies, delivering world-class enablement, optimizing sales resources, and equipping leadership with actionable insights.

What You’ll Do:

• Develop and implement a sales process that facilitates collaboration with cross-functional GTM teams and optimize the entire customer life cycle to achieve commercial targets and drive upsell and cross-sell opportunities.
• Develop and drive a sales process enablement strategy that aligns with the organization’s overall business goals and drives revenue growth across all GTM teams.
• Align all customer-facing, revenue-generating teams, around a common sales process to ensure they work together effectively to drive revenue growth throughout the customer life cycle and all routes to market.
• Develop a deep understanding of the global sales model structure, processes, and management structure for commercial sales.
• Work along with the regional sales teams to localize sales process enablement programs within different regions.
• Develop a comprehensive understanding of internal methodologies and processes for identifying, qualifying, and closing sales opportunities as well as conducting win-loss analysis toward identifying areas for improvement.
• Ensure that the sales process is optimized, from lead generation to post-sale follow-up.
• Measure/Assess the impact and effectiveness of sales process initiatives on behavior change and key objectives.
• Influence the design of sales platforms and tools to support the sales process and methodology, providing sales reps with the necessary resources to have effective and high-quality customer engagements, resulting in increased win-rates and customer satisfaction.
• Accelerate ramping seller productivity through enhanced and repeatable sales process.
• Collaborate with range of stakeholders across sales/GTM, product marketing, L&D, operations, digital transformation and more.
• Leverage data-driven insights and analytics to inform decision making while also balancing anecdotes & feedback from stakeholders to maximize impact.
• Align our ecosystem of enablement and sales tools to accommodate a high-performance sales process

Basic Qualifications

• 10+ years of experience in sales, sales strategy, sales structure, business development, or program management in large, multi-national, preferably tech organizations
• Bachelor’s degree or equivalent experience is required

Preferred Qualifications

• MBA or other relevant advanced degree is a plus.
• Program & Project Management skills.
  
• Self-starter mentality with a high degree of follow through - can own and take tasks through to completion.
• Interpersonal skills- ability to network inside the company, create relationships and source input.
• Strong judgement, ability to manage through ambiguity and complexity as well as a demonstrated ability to influence without explicit authority are key to success. ·
• Strong verbal and written communications skills and ability to articulate complex concepts to cross-functional audiences.
• Demonstrated ability to define, refine and implement and govern processes, procedures, and policies.
• Capability to design ways to measure and track performance, and to make improvements to the approach based on those measurements.
• Ability to prepare and deliver business reviews to the senior leadership team.
• Strong sense of urgency balanced with patience and a sense of humor.

What We Will Offer You:

• An open and stimulating environment within one of the most forward-thinking IT companies.
• Flat structures and fast decision-making processes
• A modern and flexible way of working to combine personal and professional life, working from home.
• An international team with a high focus on Diversity
• Attractive compensation package
• We are looking forward to discussing this position with you soon!

Additional Locations:

* United States of America

* United States of America - North Carolina

* United States of America - North Carolina - Morrisville