Description and Requirements

Retail Solution-Led Sales & Customer Development

• Identify, develop and progress Retail opportunities across store modernization, managed services, store edge, endpoint lifecycle, observability, cybersecurity and Retail AI

• Engage senior customer stakeholders across CIO, CDO, COO, store operations, field leadership, merchandising, digital, omnichannel and supply chain functions

• Translate customer pain points into structured solution opportunities linked to outcomes such as shrink reduction, uptime, in-stock availability, associate productivity and queue reduction

• Lead consultative discovery conversations to understand store workflows, field operations, technology constraints, data flows and operating models

• Develop lighthouse customer opportunities that prove measurable value and can scale into multi-site, multi-region or chain-wide deployments

Opportunity Shaping & Commercial Execution

• Own qualified Retail solution opportunities from discovery through proposal, pilot, commercial negotiation and scale-up

• Work with the Retail Vertical Leader to prioritize high-value opportunities, target accounts, partner plays and sub-vertical focus areas

• Partner with account teams, global account managers and regional sellers to build coordinated customer engagement plans and solution-led pipeline

• Coordinate with Solutions Architects, Offering Development, Product, Engineering, Delivery and Pricing teams to shape executable proposals

• Support pilots, proofs of value and phased rollout models that create a clear path from initial deployment to broader store fleet adoption

Retail Use Cases, Value Models & Offering Feedback

• Bring market and customer insight back into the Retail vertical team to refine Lenovo’s Retail plays, offerings and go-to-market priorities

• Contribute to repeatable use-case narratives, value models, customer pitch materials, sales enablement assets and reference architectures

• Capture learnings from lighthouse customers and pilots to improve packaging, pricing, delivery assets and partner motions

• Help define measurable success metrics for key Retail solutions, including store uptime, shrink reduction, shelf availability, queue reduction and associate productivity

• Ensure Retail AI opportunities are grounded in operational value, deployment feasibility and ongoing manageability rather than technology-led experimentation

Partner & Cross-Functional Collaboration

• Support partner and co-sell motions with POS/payment ISVs, networking and SD-WAN providers, observability platforms, video/computer vision partners, hyperscalers, SIs and MSPs

• Act as a bridge between customer needs, account teams, the Retail vertical team and Lenovo’s broader SSG organization

• Collaborate with Offering Development, Solutions Architecture, Delivery and Managed Services teams to translate customer requirements into scalable solution designs

• Support Marketing and Enablement teams with customer stories, solution narratives, industry insights and campaign inputs

• Contribute to internal alignment across global and regional teams to support repeatable Retail execution

Operational Excellence

• Build and manage a high-quality Retail solutions pipeline aligned to Lenovo’s strategic focus areas

• Provide visibility into pipeline health, lighthouse opportunities, key risks and required executive support

• Use customer feedback, market signals and deal learnings to improve Lenovo’s Retail go-to-market approach

• Maintain focus on opportunities that can scale beyond single-customer projects into repeatable Retail offerings

• Support the Retail Vertical Leader in tracking solution adoption, revenue contribution, partner traction and customer impact

What success looks like in 12–24 months

• A strong, qualified Retail solution pipeline across store modernization, managed services and Retail AI

• 2–3 lighthouse customer opportunities converted from discovery or pilot stage into scalable commercial deployments

• Measurable customer value demonstrated in areas such as shrink reduction, store uptime, in-stock availability, queue reduction, associate productivity or security resilience

• Repeatable sales plays and customer narratives created for priority Retail use cases

Basic Qualifications

• 8–12+ years of experience in Retail technology sales, solutions sales, consulting, managed services, industry solutions or enterprise technology roles supporting Retail customers

• Proven experience engaging with Retail business and technology stakeholders, including store operations, digital/omnichannel, field leadership, IT, infrastructure, security or supply chain teams

• Strong understanding of store technology environments, including POS and peripherals, store edge, networks/connectivity, endpoints, device lifecycle, observability, cybersecurity and support models

• Demonstrated ability to develop and progress complex, multi-stakeholder solution opportunities from discovery through proposal and commercial close

• Strong commercial acumen and executive communication skills, with the ability to connect technology capabilities to customer business outcomes, value drivers and ROI

Preferred Qualifications

• Experience with large retail organizations across grocery, fashion, specialty retail, convenience, pharmacy, department stores, e-commerce or omnichannel retail

• Experience with store modernization, managed services, endpoint lifecycle services, network modernization, retail infrastructure or store support models

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