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One - Enterprise Acquisition Executive (Melbourne)
4 months ago
Description and Requirements
The ACQ Client Executive will be responsible for selling the ONE LENOVO portfolio of offerings (IDG and ISG hardware, software, services, and industry solutions) directly to customers. The person will work independently and/or will lead the team of sales specialists, providing advice and guidance to other specialists. The person will need to have comprehensive knowledge of the discipline's offerings and will be responsible for the success of those offerings within the business unit. This person will lead large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the business. The person will need to have in-depth sales, business, and professional skills to work with all levels of customers, with a perspective beyond the assigned territory, and provide input to sales objectives and strategies for the business unit.Day-To-Day Responsibilities:
Develops and maintains comprehensive technical sales knowledge in the discipline offerings, along with financial and selling skills, that can be applied to opportunities across the business unit. Demonstrates required proficiency levels for technical and sales skills, as defined for ACQ Client Relationship Executive Maintains an in-depth knowledge of the sales processes, techniques, and tools, and advises others on their use. For examples: opportunity / territory management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, service business management processes.Team Involvement:
Works closely with Internal Account Manager & involvement with other areas of the business (brand, finance, operations etc) and will be a key part of working with an extended team. Communication/Negotiation Maintains in-depth knowledge of competition's offerings, strategies, and plans. Effectively differentiates LENOVO offerings from competitive alternatives and creates customer preference for LENOVO offerings, based on that differentiation. Negotiates with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans.Problem Solving:
Designs total integrated solutions including hardware, software, and services, including offerings from other disciplines, to meet complex customer business requirements. Combines solutions with terms and conditions to create a final customer proposal. Ensures that the proposal delivered to the customer provides a workable solution. Recognises complex problems relating to discipline offerings, customer sales engagements, business unit measurements. Analyses situation and implements solutions. Assesses risk in terms of value and exposure to both LENOVO and customers. Applies creativity and judgement in developmental work on complex opportunities, defining sales activities, or other projects within the business environment.Contribution/Leadership:
Leads teams of professionals (such as sales specialists, client relationship professionals, I/T specialists, LENOVO Business Partners), and provides ongoing technical and sales guidance, to design solutions for large or complex opportunities. Typically leads several opportunities concurrently. Initiates selling activity where no relationship team or agent is involved. May be assigned to develop customer solutions where no precedent exists. Understands the mission and vision of the sales function within the business unit and geography. Utilises expertise to directly influence people outside the business unit, such as in sales headquarters, product divisions. Regularly participates in planning of sales strategies and objectives for the territory / business unit.Candidate Pre-Requisites:
Bachelor's degree preferred Minimum 7-10 years sales experience in IT sector Proven track record of meeting and exceeding sales quota 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 Additional Locations : * Australia - Victoria - Melbourne * Australia - Victoria - Melbourne * Australia * Australia - Victoria * Australia - Victoria - Melbourne , * Australia - Victoria - Melbourne