AP SSDS CSP BDM

Position Title: AP SSDS CSP BDM

Reporting To: AP CSP Sales Lead

Business Area: Services Sales and Marketing

Business Area Description:

Lenovo is a world leader in the PC industry with offices in Europe, Americas and Asia Pacific regions. Website address: http://www. lenovo. com/

Key Objectives of Position:

• This position is responsible to drive CSP & Services Sales mainly Asia Pacific. This position will drive the portfolio demand through our Lenovo Sales team, Business Partners and through building win/win relationships with Service Providers/Partners.

• The role will be accountable to ensure accurate promotion and communication of the software & services offerings.

• 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.
  

Day-To-Day Responsibilities:

• Day to Day Enablement of CSP Sales

• Develop, implement and manage programs that drive CSP business

• Assist in reviewing and compiling industry trends and competitive market position.

• Hunt new Modern Workplace (security, compliance, teamwork, analytics, Voice) opportunities by identifying and engaging with key business and technical contacts, understanding customers business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 platform

• Own and drive new revenue growth for Microsoft M365 solutions by setting and achieving monthly sales forecasts.

• Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.

• Identify customer business and technology challenges and bring them to agreement on the business value of modern Workplace solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership & Return on Investment

• Own opportunities from qualification to close by orchestrating an extensive virtual team consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and negotiating final proposals.

• Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.

• Foster and expand Microsoft s relationships with Customer Business Decision Makers and lead sales team to blockers to evaluation, contracting, deployment, and usage

• Sales Support

  • As requested, assist with coordinating quotations, providing details on CSP & services offerings and maintaining central storage of quotations.

• Reporting

  • Obtain required elements for weekly and monthly reviews.

  • Co-ordinate/produce ad-hoc reports as required.

  • Provide input/insight and suggested actions.
    Be an active participate in improving business process.
    

Key Competencies Needed:

• Communication skills - ability to recognize challenges, and communicate quickly and effectively.

• Great relationship building skills.

• Proficient in Microsoft Cloud Offering including M365 and Azure

• Excellent organizational 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 organization

• 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
  

Team Involvement:

• AP Services Sales & Marketing Teams

• GM, Sales, Services, Marketing, Finance leaders & teams within region.

• Work with Local and WW Services team to ensure accurate forecasting; own region forecast with sales.

• Work with Pricing team to ensure profitable & competitive pricing; feedback loops.

• Service delivery partners.
  

Key Performance Indicators / Metrics:

• Achievement of Revenue and PTI targets.

• Accuracy of SAP, Services Price List (SPL), License Pricing

• Accuracy of internal and external information material.

• Timely responses to enquiries.

• Any other metrics that may be identified by the Executive Director - AP Services Sales and Marketing.
  

Career Development Opportunities: Services Sales and MarkeManager

Candidate Pre-Requisites

Previous Experience:

• Microsoft CSP licensing

• Sales and operations experience

• Channel and distribution experience

• Experience in solution & managed services selling

• Problem solving skill base

• Working with WW teams
  

Qualifications:

A diploma or degree, preferably in business management, marketing or finance would be highly regarded.

Style of Person who would fit into Team:

Energetic/passionate - committed to perform and work in a start up type environment (meaning - everything not defined and laid out in a nice clean statement)