#### Position Description:


Are you a Closer/Hunter? Lenovo is looking for a passionate, articulate, and
enthusiastic DCG Sales Account Executive – Public Sector to bring in net new
customers to Lenovo while supporting and driving our Public Sector customers.
This is both a hunter role as well as a development role, with a solid mix of
prospecting and relationship management. The chosen Account Executive will
create positive business outcomes for his/her clients and Lenovo by reaching
out to our prospects using inbound/outbound sales techniques including
extensive teaming with channel partners. The chosen Account Executive will
work in an entrepreneurial start-up environment and perform activities
including those outlined below.

• Establish relationships with new customers and secure contracts with new
customers within the Public Sector Industry. Achieve assigned sales quotas and
targets (this should be quantified against a calendar schedule – see
importance of quotas here Top Producing Sales Teams Have Quotas )
• Drive the entire sales cycle from initial customer engagement to closed
sales (and in some cases through delivery and cash receipt as mentioned above)
• Prospect for potential customers using various direct methods such as
calling and face to face meetings, and indirect methods such as networking
(this is often accompanied by an identification of the territory in which the
AE will prospect)
• Qualify prospects against company criteria for ideal customers and sales
• Consult with prospect about business challenges and requirements, as well as
the range of options and cost benefits of each.
• Maintain a high level of relevant domain knowledge in order to have
meaningful conversations with prospects.
• Make presentations to senior Executives and decision makers
• Draft and deliver proposals
• Work with technical staff and product specialists where required to address
customer requirements
• Develop, present and maintain territory plans which outline how sales
targets will be met on a quarterly basis while maintaining, reporting and
recording in Sales Force all opportunities in line with weekly business
requirements.
• Develop and maintain key account plans that identify opportunities for
Lenovo to deliver value, strategic motivators, main stakeholders, buying
processes and forecasted sales
• Report on sales activity, including detailed notes on prospect and customer
interactions in SalesForce.com
• Provide forecasts on best case and most likely sales volumes over relevant
time periods
• Work with delivery teams to proactively resolve any open customer
requirements/issues.
• Cultivate strong relationships with third party and partner companies that
may be required to deliver end to end solutions to customers
• Work with marketing teams both internally as well as with our partners in
order to plan, budget for and execute lead generation campaigns and activities
(partner collaboration and leverage is key).
• Provide feedback to sales management on ways to decrease the sales cycle,
enhance sales, and improve company brand and reputation
• Provide feedback to company management on market trends, competitive
threats, unmet needs, and opportunities to deliver greater value to customers
by extending company offerings
• Identify sales support requirements and work with marketing to develop
improve sales tools
• Be a positive representative of the company and its brand in the marketplace
• Conduct all sales activities with the highest degree of professionalism and
integrity

#### Position Requirements:


If you are a Doer and you possess the following:
Qualifications, Skills & Experiences
 Strong existing relationships (minimum five years or more) within the Public
Sector Data Center market with a proven track record of success.
 Proven ability to sell Data Center solutions consisting of servers, storage,
and networking solutions including the supporting management software and
services.
 Deep understanding of core Enterprise technologies, industry trends, and
workloads shaping the Enterprise Data Center market including Cloud, Converged
Systems, and Analytics.
 Fundamental understanding of common Linux and Windows server applications.
 Proven ability to contact, qualify, develop and close leads face to face, by
phone, by chat, and by email.
 Systematic, persistent and efficient when managing both time and accounts.
 Proficient with MS Office and sales CRM solutions (Salesforce.com).
 Excellent verbal and written communication and sales skills.
 Use interactive tools including chat, forums, email, monitoring and other
web based social media to exceed customer expectations.
 Ability to carry a quota and overachieve month over month.
 Be part of a team, with best in breed execution quality.

And you are:
Behaviors & Work Attitude
 Hunter mentality-  Knows how to create opportunities, and close
transactional deals
 Entrepreneurial Mind-set with self-starting capability  - Can do attitude
 Desire and ability to provide an outstanding customer experience and go the
extra mile in everything you do
 Push your client, own and drive the people agenda
 Problem solver and decision-maker
 Prioritize customer focus, able to work under pressure of senior clients
 Able to align people and influence decision making, effectively working in a
matrix
 Collaborative working style and high commitment to get the job done
 Persuasive with expertise and facts -  Ability to challenge and debate
critical issues
 Demonstrates integrity in all business interactions and honours personal
commitments
 Demonstrated commitment to high professional ethical standards and a diverse
workplace
 Able to present information in a concise way
 High comfort-level working in a global, diverse environment
 Be proactive + quick; bold + innovative in all you do

We are an Equal Opportunity Employer and do not discriminate against any
employee or applicant for employment because of race, color, sex, age,
religion, sexual orientation, gender identity, status as a veteran, and basis
of disability or any federal, state, or local protected class.