Position Description:

Lenovo is a US $43 billion global fortune 500 company and a leader in
providing innovative consumer, commercial and enterprise technology.

At Lenovo we employ more than 55,000 people worldwide and our people share a
common aspiration to be the very best. Whether serving our customers, working
as a team or contributing to the community, we are working to build a unique
company.  A company that delivers unparalleled products created and supported
by people with a wealth of different cultures and experiences. Our strength
lies in this diversity. We are dedicated to fostering an environment that
encourages entrepreneurism and ownership. A workplace where people's talents
can be challenged and their efforts recognised and rewarded.  We employ
fantastic people…come join the fun!

About Role:

• This position is responsible to drive Services Sales in the ANZ region. This
position will drive Services demand through our customers, Lenovo Sales team,
Business Partners and through building win/win relationships with Service
Providers/Partners.
• The measure of success will be to meet the financial objectives by building
and managing the business development and sales efforts in the assigned
segment/s.
• Hiring a candidate with an excellent ability to combine detailed commercial
& financial competency with IT services experience. This is a sales-comp role
developing managed services and DaaS with our ANZ sales force and customers,
and serving as the region leader for ANZ Services Sales.
• The role will be responsible for growth of Services revenue and profit,
especially in transformational areas like managed services and DaaS.


ANZ Services Sales Leader Responsibilities
• Drive to and exceed expected Total Contract Value Bookings, GAAP Revenue and
Profit
• Serves as Services Sales Leader for Region HW business Reviews (Cadence),
Winter Plan, and 3-Year Plan development, sharing your vision and strategy and
the support that is required from the business for Lenovo to succeed,
including OHRP planning and organizational development.
• Foster a Co-operative relationship with the GEO and WW Services Upsell team
and the leadership and HW sales management teams to drive Services sales.
• Identify and support new sales and market opportunities
• Drive regular internal / external business reviews that provide participants
with a clear understanding of the strategy/desired outcome and support needed.
• Drive the Services upsell Quarterly Go to Market promotion cycle, measuring
success and adjusting as necessary to achieve the desired outcome.
• Ownership for the Services Sales Incentive Plan – quarterly quota setting in
conjunction with Region comp and sales leaders, measurement and performance to
quotas.
• Identify new Service Product opportunities and take ownership from Business
Case through to implementation to Revenue activities.
• Ownership of enablement and training activities for Services products.
• Ensure your team is an effective conduit for the region to leverage
worldwide resources and share best practices from around the globe.
• Publish key win’s and good news for the Region
• Mentor and develop the segment Services BDM’s
• Identify gaps, inefficiencies in the process, and fix

Business Development – Managed Services & DaaS
• Manage funnel of managed services and DaaS opportunities and grow funnel
through AE alignment, customer visits, Inside Sales, and bringing new
Acquisition opportunities to Lenovo
• Carries quota of Managed Services-related sales
• Uses an excellent network of IT buyers, CIO’s, and IT service providers to
create sales opportunities, and deliver best-of-breed experience to customers
• Works with Business Partners to ensure the offer benefits both Lenovo and
our partners, and actively engages partners to grow the offerings
• Flexible with different commercial models, and services delivery models to
meet customer needs on a repeatable billing or subscription basis
• Consistently sets aggressive financial targets and achieves them
Continuous Improvement of Annuity Sales
• Manages portfolio of existing customers to ensure key SOW terms are met,
working with the extended Lenovo team
• Leads Quarterly Business Reviews, and ongoing interaction to drive Customer
Experience and customer success
• Ensures key profitability levers are understood, managed, and continuously
improved to grow Gross Profit, and ensure ongoing program viability
• Manages team to ensure terms of contracts are met, and renewed

Position Requirements:

Previous Experience
• IT Sales, Marketing, or Services
• Managed Services Provider
• Professional Services BDM
• Financial services or commercial banking experience
Mandatory Competencies
• Communication skills – ability to recognise challenges, and communicate
quickly and effectively.
• Great relationship building skills.
• Excellent organisational skills must be a self-starter who has experience in
managing multiple initiatives simultaneously, passion for start-up like
environment.
• Ability to build effective virtual teams and drive results via others in a
complex cross-functional organisation
• Superior knowledge of PC technology, keen focus on market trends and
customer needs with exceptional analytical skills & financial acumen.
• Commitment and ownership of role.
• Critical thinker (solve for the right problem).
• Proven ability to build turn disorder into highly repeatable processes
• Can work Independently