Client Relationship Manager

7 days ago

Canberra, ACT, Australia Lenovo Full time

Overview and Expectations

The Client Relationship Manager role is pivotal in driving Development & Acquisition initiatives within the Federal, Government, and Education sectors. This position is tasked with enhancing revenue streams in established accounts while focusing on Acquisition sales. Utilizing Lenovo's Mobility, End User Compute, Datacentre, and Services portfolio, the aim is to boost profitability, explore new business avenues, and elevate customer satisfaction.

Daily Responsibilities:

  • Foster relationships with both existing and prospective clients to expand Lenovo's footprint across the Mobility, End User Compute, Datacentre, and Services sectors.
  • Identify, assess, and secure sales opportunities for Lenovo's offerings.
  • Cultivate account relationships at all levels within client organizations, including senior executives.
  • Leverage partnerships to enhance coverage and strengthen relationships.
  • Collaborate with extended teams to respond to Requests for Tenders (RFTs), manage product transitions, and plan resources effectively.
  • Formulate strategies for pricing proposals and communicate Total Cost of Ownership, industry trends, and key success factors for effective implementation.

Performance Metrics:

  • Acquisition of new customers
  • Growth of existing customer accounts
  • Achievement of strategic customer wins
  • Retention and growth of profit margins
  • Revenue generation, Gross Margin, and Units sold
  • Market share expansion in the RM segment

Team Collaboration:

  • Engage closely with the Canberra ACT Partner and Account Executive teams, along with other Lenovo business functions such as Marketing, Product Planning, Finance, and Operations.

Candidate Requirements:

  • 7-10 years of experience in sales
  • Proven track record in IT sales
  • Experience engaging with large Commercial and Public Sector organizations
  • Ability to manage multiple complex sales processes
  • Strong relationship-building skills across all organizational levels
  • Solid business acumen and analytical capabilities
  • Excellent communication skills, including presentation and negotiation
  • Entrepreneurial mindset, innovative, approachable, and passionate
  • Self-driven with a strong desire for success
  • Capability to meet aggressive targets and deadlines

Essential Competencies:

  • Strong collaboration skills
  • Foundational competencies in accountability and teamwork
  • Relationship development focused on customer needs and adaptability
  • Sales cycle management expertise
  • Territory management skills

Additional Competencies:

  • Deliver exceptional customer experiences
  • Operate with efficiency
  • Adapt to evolving circumstances
  • Implement business processes effectively

Technical Skills:

  • While deep technical expertise is not mandatory, a passion for technology is essential.

Ideal Candidate Profile:

  • Highly motivated, results-oriented, dynamic, and persistent.

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