レノボ・グループ

レノボ・グループ

募集職種詳細

Commercial Sales

Retail Solutions Sales Architect

職務内容 At Lenovo, we are looking for a highly dynamic individual with strong relationship and negotiation skills for a Retail Solutions Sales Architect position to drive Retail Vertical Business in ASIA. The Retail Solutions Sales Architect will be responsible for driving worldwide revenue, profit, and customer satisfaction for Lenovo’s largest and most strategic Retail Accounts. This individual will be managing and maintaining account relationships through senior level engagements for Lenovo’s entire solution portfolio. They will also develop strategies for profit and pricing proposals, as well as communicate and understand Total Cost of Ownership, industry trends, and critical success factors for leading effective IT deployments. The Retail Solutions Sales Architect will also drive the team in responding to RFPs (Request for Proposals), POS system testing, Store POC and MSA discussion. Key responsibilities will include the following:

• Develops long term sales pipeline to increase Lenovo’s market share in specialized retail segment • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

• Provide support to the Regional Account Managers. Set direction for business development and solution replication.

• Creates and grows reference customers

• Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.

• Grow contractual renewals for large accounts with more complexity, to higher-total contract value renewals.

• Establish a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.

• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.

• Contribute to enduring executive relationships that establish Lenovo consultative professionalism and promote its total solution capabilities.

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives. 
応募資格 • 10+ years proven track record in strategic selling to Global Retail Enterprise.

• Know strengths and weaknesses of key competitors and how to leverage this knowledge in the account.

• In-depth knowledge of client's business, organizational structure, business processes and financial structure

• Demonstrates the ability to leverage Lenovo's portfolio of products and services to change the playing field against our competition.

• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

• Understands the leverage of services as part of strategic portfolio of products. Promotes APOS (After Point-of-Sales) services as part of all strategic opportunities.

• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.

• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.

• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.

• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions. 
勤務地 Akihabara, Tokyo