VLE ACQ Account Executive - Geylang

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$57 billion revenue global technology powerhouse, ranked #248 in the Fortune Global 500, 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 with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services.

Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).

Description and Requirements

The Account Executive is responsible for selling Lenovo offerings (hardware, software, services, and industry solutions) directly to customers. This role can be performed independently or as the leader of a team of sales specialists, providing advice and guidance to other specialists.

The Account Executive possesses comprehensive knowledge of the discipline's offerings and is accountable for the success of those offerings within the business unit. This professional typically leads large and/or complex opportunities, where customers are national or significant, and is responsible for winning new business, including bidding for government tenders.

With in-depth sales, business, and professional skills, the Account Executive can work with any level of customer management. They provide input to sales objectives and strategies for the business unit, extending their perspective beyond the assigned territory.

The Account Executive is adept at crafting and responding to requests for proposals and extensive account tender documents. They have over two years of expertise in addressing customer tender specifications, compliance, pricing, and product framework proposals.

Day-To-Day Responsibilities:

• Develop and maintain comprehensive technical sales knowledge in the discipline offerings, along with financial and selling skills, applicable to opportunities across the business unit.
• Demonstrate required proficiency levels for technical and sales skills, as defined for Account Executives.
• Maintain in-depth knowledge of sales processes, techniques, and tools, advising others on their use. Examples include opportunity management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, and service business management processes.

Team Involvement:

• Work closely with an Internal Account Manager and other areas of the business (brand, finance, operations, etc.) as part of an extended team.

Communication/Negotiation:

• Maintain in-depth knowledge of the competition's offerings, strategies, and plans.
• Effectively differentiate Lenovo offerings from competitive alternatives, creating customer preference based on that differentiation.
• Negotiate with team members to define approaches and goals, especially in designing solutions to meet customer needs or defining sales action plans. Facilitate teams with diverse backgrounds.
• Negotiate with multiple levels of customer management, resulting in successful closing of sales.

Problem Solving:

• Design total integrated solutions, including hardware, software, and services, to meet complex customer business requirements. Combine solutions with terms and conditions to create final customer proposals.
• Ensure that proposals delivered to customers provide workable solutions.
• Recognize complex problems related to discipline offerings, customer sales engagements, and business unit measurements. Analyze situations and implement solutions, assessing risk in terms of value and exposure to both Lenovo and customers.
• Apply creativity and judgment in developmental work on complex opportunities, defining sales activities, or other projects within the business environment.

Contribution/Leadership:

• Lead teams of professionals (such as sales specialists, client relationship professionals, IT specialists, Lenovo Business Partners), providing ongoing technical and sales guidance to design solutions for large or complex opportunities. Typically lead several opportunities concurrently.
• Initiate selling activity where no relationship team or agent is involved. May develop customer solutions where no precedent exists.
• Understand the mission and vision of the sales function within the business unit and geography.
• Utilize expertise to directly influence people outside the business unit, such as in sales headquarters and product divisions.
• Regularly participate in planning sales strategies and objectives for the territory/business unit.

Impact on Business/Scope:

• Accountable for assigned sales results and specific personal objectives, including revenue and margin, and for activities and project results of cross-functional sales teams.
• Typically assigned to large/complex opportunities, where customers may be national commercial or otherwise significant.
• Manage to a high level of customer satisfaction, designing and implementing plans to increase customer satisfaction with sales engagements and solutions.

Position Requirements:

Key Performance Indicators / Metrics:

• Revenue and Margin attainment against sales plan
• Net new customer acquisition
• Line of business target attainment
• Pipeline metrics and forecast accuracy
• Account Planning
• Client Coverage
• Customer Satisfaction

Candidate Pre-Requisites:

• Bachelor's degree preferred
• Minimum of 7 to 10 years in the IT sector successfully selling enterprise-level technology solutions
• Proven track record of meeting and exceeding sales quotas
• Previous experience selling to the Very Large Enterprise sector
• New business sales experience
• Experience in providing end-to-end account management
• Strong business acumen
• A network of existing customers, partners, and business contacts in the target market
• Self-motivated with the skills to accurately assess customer requirements and business drivers