About the Position

The Global Account Representative (GAR) is responsible for driving Infrastructure Solutions Group (ISG) revenue growth, profitability, and customer satisfaction within Lenovo's most strategic Global Accounts. Working in close collaboration with the Global Account Manager (GAM), the GAR serves as the primary ISG sales leader for assigned accounts, developing and executing account strategies that accelerate customer business outcomes and expand Lenovo's footprint across the data center, AI, storage, networking, services, and solutions portfolio.

This is a hunter role with a primary emphasis on creating, developing, and winning net-new business opportunities. The GAR is expected to proactively identify white space opportunities, displace competitors, expand Lenovo's share of wallet, and drive new infrastructure, AI, and services engagements across assigned accounts.

The GAR partners with the GAM, regional sales teams, technical specialists, services professionals, and executive leadership to build trusted customer relationships, uncover and qualify growth opportunities, and deliver winning solutions that address complex business and technical challenges. Success in this role requires strong consultative selling skills, executive engagement, business acumen, forecasting discipline, and the ability to lead through influence in a highly matrixed global environment while maintaining an aggressive focus on business development and market share expansion.

This position is remote with a EST working schedule and requires up to 80% traveling in the Tri-State, NY area.

Key Responsibilities

Strategic Account Management

• Develop and execute comprehensive ISG account strategies aligned with the overall Global Account plan.
• Collaborate closely with the Global Account Manager to drive revenue growth, market share expansion, and customer satisfaction.
• Identify and prioritize whitespace opportunities, new buying centers, and emerging initiatives that can accelerate Lenovo's presence within the account.
• Build and maintain executive-level relationships with customer stakeholders, including IT, procurement, finance, and C-suite leaders.
• Establish Lenovo as a trusted advisor by aligning technology solutions with customer business objectives and digital transformation initiatives.

Business Development & Sales Execution

• Serve as the primary ISG hunter within assigned Global Accounts, with accountability for net-new business development and acquisition.
• Own the ISG sales pipeline from opportunity identification through deal closure.
• Achieve or exceed assigned revenue, profit, growth, and acquisition objectives.
• Drive demand generation activities and identify new opportunities across Lenovo's infrastructure, AI, services, and solutions portfolio.
• Execute competitive displacement strategies to win market share from incumbent vendors and alternative platforms.
• Develop relationships with new stakeholders and decision-makers to expand Lenovo's influence across the customer organization.
• Lead customer engagements, presentations, business reviews, and solution discussions.
• Develop pricing and negotiation strategies that balance customer value with Lenovo profitability objectives.

Forecasting & Operational Excellence

• Maintain accurate opportunity and forecast management within CRM systems.
• Ensure timely creation, progression, and management of opportunities to support supply planning and business visibility.
• Demonstrate disciplined pipeline development with a strong focus on opportunity creation and early-stage qualification.
• Provide accurate weekly, monthly, and quarterly forecasts and commit updates.
• Coordinate with supply chain, finance, operations, and services teams to support successful delivery and customer satisfaction.

Cross-Functional Leadership

• Lead and coordinate virtual account teams across multiple functions and geographies.
• Partner with Solution Architects, Sellers, Services teams, Product Management, Operations, and Executive Sponsors to execute account plans.
• Support RFP responses, large deal pursuits, and strategic customer initiatives.
• Engage partners and ecosystem providers to strengthen Lenovo's overall value proposition and increase win rates.
• Mobilize Lenovo resources to support highly competitive pursuits and strategic acquisition opportunities.

Customer Advocacy

• Act as the voice of the customer within Lenovo.
• Escalate and drive resolution of business, operational, and delivery challenges.
• Ensure a high level of customer satisfaction and long-term loyalty.
• Support executive business reviews and strategic planning sessions with key customers.
• Leverage customer success and business outcomes to identify incremental expansion opportunities and future growth areas.

Basic Qualifications

• 5+ years of enterprise technology sales, account management, or business development experience.
• High School Diploma or GED Required.
• Proven track record of hunting, creating, and closing net-new business opportunities within large enterprise, global, or strategic accounts.
• Demonstrated success displacing competitors and increasing share of wallet within complex customer environments.
• Experience selling infrastructure, data center, cloud, AI, storage, networking, or technology solutions.
• Strong experience engaging senior business and technical decision-makers.

Preferred Qualifications

• Experience working within global account organizations.
• Knowledge of enterprise data center, cloud, AI, and digital transformation initiatives.
• Experience coordinating cross-functional teams in a matrixed environment.

Key Competencies

• Strategic Account Planning.
• Business Development & Opportunity Creation.
• Executive Presence.
• Consultative Selling.
• Competitive Displacement.
• Relationship Management.
• Negotiation & Deal Strategy.
• Forecast Accuracy & Pipeline Management.
• Financial & Business Acumen.
• Cross-Functional Leadership.
• Customer Advocacy.
• Collaboration & Teamwork.
• Problem Solving.
• Communication & Presentation Skills.

Success Profile

The ideal Global Account Representative is a highly motivated, results-oriented hunter who thrives on creating opportunities, breaking into new buying centers, and winning competitive business. This individual leverages Lenovo's global resources to solve customer challenges while maintaining an unwavering focus on profitable growth, market share expansion, and net-new revenue acquisition.

The GAR balances strategic account planning with disciplined execution, proactively uncovers opportunities where competitors are entrenched, and partners seamlessly with Global Account Managers to deliver exceptional customer outcomes and business results. A strong sense of urgency, intellectual curiosity, executive presence, and a passion for winning are critical to success in this role.

In the Tri-State Area the base salary range budgeted for this position is $100-120k. Individuals may also be considered for bonuses and/or commissions (50/50 Plan). This position is remote with typical working hours in alignment to EST business hours and will require significant travel 80%.

Lenovo’s various benefits can be found on www.lenovobenefits.com.

In compliance with Colorado's EPEWA, the expected application deadline for this position is October 2, 2026. This applies to both external and internal candidates.

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