Key Objectives of Position:
• Own the end to end One Lenovo services and solutions penetration.
• Build & run an industry leading Digital Work Place managed services, Software Services and Cyber security solutions
• Identify & win opportunities for As a Service Business (Truscale/ DaaS ) & Industry Vertical Solutions services biz
• Overall Grow Lenovo SSG presence in key customer accounts
• Advise customer on Lenovo’s Solution Services Portfolio, Solutioning and Delivery capability spanning across End Points and Enterprise products.
Day-To-Day Responsibilities:
• Build short term and long term One Lenovo SSG strategy to grow Lenovo’s Services Penetration Rate
• Work with HW Sales teams, Solutions Consultant and other teams to
• Identify customer needs and pain points
• Propose the right solutions to solve customer problems
• Build detailed One Lenovo SSG account plans and maintain business relationships
• Collaborate with multiple stake holders in the Sales & SSG organization
• Develop action plans to ensure TCV (Total Contract Value) and other key performance indicators are exceeded for Digital Workplace Services, Software Services, Security Services, Truscale & vertical solutions
• Deliver training to the sales team and make them confident to pitch Solutions and Services to their customers
• Monitor new funnel creation and win rate, meet QoQ quota
• Share competitive and customer insights
• Present Weekly, monthly and quarterly plans on revenue performance.
• Attend Sales meetings and Business Partner /Service Partner meetings, prepare/provide adequate and relevant update on service portfolio
• Be an active participant in improving business process.
Key Competencies Needed:
• Min 20 Y Experience of working with a IT, SW , Solutions Organizations and have relevant experience in selling Services in the identified Market
• Strong connect with the C Level, ability to sell technology solution
• Can work Independently and as a team to seed and win deals
• Effortlessly work in a matrix org with multiple cross functional teams
• Be a go getter. Should take initiatives and be able to think out of the box
• In depth understanding & experience of the Digital Workplace Services, SW services and new age offering including DaaS & Vertical solutions
• Should have strong experience in selling these services to customer. Be conversant with customer sales & decision making cycle
• Strong analytical & presentation skills
• Be a strong influencer – be comfortable working in a cross functional environment – ability to coordinate, collaborate and orchestrate the working of multiple teams for organization success.
• Well connected with the market – customers, competition & partners
• Strong network and biz understanding – be able to gather information about the market and derive business insight from data
• Have attention to details and thoroughness in completing tasks
• Strong business acumen and be a competent problem solver and innovative thinker
• Ability to model complex financial deal scenarios and work under pressure
• Communication skills – ability to recognise challenges, and communicate quickly and effectively.
• Excellent organisational skills must be a self-starter who has experience in managing multiple initiatives / products simultaneously, passion for start-up like environment.
• Superior knowledge of IT Svcs technology
Key Performance Indicators / Metrics:
• Managed Services TCV/ACV
• Booking and Penetration Rate % in Key Accounts
• Execution of account level plans
• Achievement of Revenue and Gross Profit targets for solutions and services business
• Accuracy of forecasts and acct growth
• Lead a team of 2-3 reports and work with larger peer group sellers
Previous Experience:
• Similar experience in an IT services organization. Overall 20+ Years of Experience
Qualifications:
• A degree in business management with sound technical knowledge
Style of Person who would fit into Team:
• Energetic/passionate – committed to perform and work in a new environment. Collaborative and strong biz acumen.