Key Responsibilities

1. Global Account Strategy & Growth

• Own and execute multi-year account strategies for assigned Manufacturing accounts
• Identify, develop, and close new business opportunities (cross-sell, up-sell, and net-new)
• Build and manage a robust pipeline aligned with revenue and profitability targets
• Develop value-based proposals including pricing, TCO, and ROI articulation

2. Executive Relationship Management

• Build and maintain strong, trusted relationships with senior stakeholders and C-level executives
• Act as the single point of accountability for the customer globally
• Position Lenovo as a strategic partner aligned to customer transformation priorities
• Ensure high levels of customer satisfaction and long-term retention

3. Integrated Solution Selling

• Lead complex, multi-product solution sales across devices, infrastructure, and services
• Collaborate with BU teams to design tailored, outcome-driven solutions
• Drive engagement in global RFPs, large-scale deals, and strategic bids
• Orchestrate end-to-end deal execution across legal, services, and delivery teams

4. Cross-Functional Leadership

• Lead virtual global account teams across regions and functions (sales, technical, supply chain, services)
• Ensure alignment of strategy and execution across geographies
• Drive internal governance, forecasting, and business reviews (QBRs)

5. Industry Expertise – Manufacturing

• Leverage deep understanding of Manufacturing sector trends (supply chain digitization, smart factory, Industry 4.0)
• Identify opportunities aligned to customer transformation priorities (e.g., automation, IoT, analytics)
• Position Lenovo’s differentiated capabilities in global manufacturing and supply chain

6. Operational Excellence & Forecasting

• Maintain accurate pipeline, forecasting, and CRM hygiene
• Drive disciplined execution of account plans and internal reporting cadences
• Ensure pricing discipline, margin optimization, and deal governance

Qualifications & Experience

Required

• 10+ years of enterprise/global account management experience in technology or solutions sales
• Proven track record managing large, complex, multinational accounts
• Strong experience selling integrated solutions (hardware, infrastructure, services)
• Demonstrated success engaging and influencing C-level stakeholders
• Experience leading large, complex deal cycles and global RFPs
• Proficiency in English and German

Preferred

• Industry expertise in Manufacturing (automotive, industrial, electronics, etc.)
• Experience managing global German-based HQ accounts
• Strong financial acumen (TCO, ROI, pricing strategy)

Key Competencies

• Strategic Thinking & Account Planning
• Executive Presence & Influence
• Complex Deal Structuring & Negotiation
• Cross-Functional Leadership (matrix environment)
• Customer-Centric Problem Solving
• Commercial & Financial Acumen

Scope & Impact

• Manages a portfolio of high-value, global Manufacturing accounts
• Drives significant revenue and profit contribution for Global Accounts
• Influences global strategy, customer experience, and long-term partnerships
• Operates in a highly matrixed, cross-regional environment

Travel

• ~30% travel across EMEA and globally

Why This Role Matters

This role is critical to advancing Lenovo’s shift from product-led selling to integrated, solution-based partnerships, requiring deep industry expertise and strong cross-functional orchestration.