Description and Requirements
The Client Manager position will be based in Canberra ACT & will be responsible for driving Development & Acquisition business in the Federal, Government & Education sector. Their charter is to grow revenue in existing accounts & key focus on Acquisition sales, leveraging the Lenovo Mobility, End User Compute, Datacentre & Services portfolio to drive profit, new lines of business, and build customer satisfaction
Day-To-Day Responsibilities:
1. Engage with existing and new clients to maintain and grow business for Lenovo across Mobility, End User Compute, Datacentre & Services portfolio.
2. Identify, qualify, and close sales opportunities for Lenovo products and services.
3. Develop account relationships on all hierarchy levels at the prospects, including senior level engagements.
4. Leverage channel community to improve coverage and enhance relationships
5. Engage with extended teams in responding to RFTs (Request for Tenders), product transition plans, and resource planning
6. Develop strategies for profit and pricing proposals, as well as communicate and understand
7. Total Cost of Ownership, industry trends, and critical success factors for an effective rollout.
Key Performance Indicators/Metrics:
8. New customer acquisition
9. Development of existing customer
10. Strategic customer wins
11. Profit retention and growth
12. Revenue, Gross Margin, Units
13. Marketshare in RM segment
Team Involvement:
14. High level of interaction between the Canberra ACT Partner and AE teams, plus other business functions in Lenovo, Marketing, Product Planning and Marketing, Finance, and Operations.
Position Requirements:
15. Minimum 7-10 years of sales experience
16. A proven successful track record in IT sales
17. Experience selling into large Commercial and Public Sector organisations
18. Ability to manage multiple complex sales engagements
19. The ability to build and maintain strong relationships with customers and partners across all levels of the organisation
20. Strong business acumen and analytical skills
21. Excellent communication skills – presentation, negotiation
22. Entrepreneurial approach, imaginative, smart, passionate, approachable
23. Self motivated with a strong drive for success
24. The ability to work to aggressive targets and deadlines
Mandatory Competencies:
25. Strong Collaboration
26. Foundational Competencies (accountability, teamwork)
27. Relationship Development (customer focused, dealing with ambiguity)
28. Sales Cycle Management (identifying, qualifying, proposing solutions, closing)
29. Territory Management (account management, territory goals, product knowledge)
Additional Competencies:
30. Deliver excellent customer experience
31. Deliver with speed
32. Adapt to change
33. Implement business processes effectively
Technical Competencies required:
34. Deep technical skills are not required but an affinity to and passion for technology is essential
Style of Person who would fit into Team:
35. Self motivated, very success oriented, dynamic, persistent
Additional Locations : * Australia - Australian Capital Territory - Canberra * Australia - Australian Capital Territory - Canberra * Australia * Australia - Australian Capital Territory * Australia - Australian Capital Territory - Canberra, * Australia - Australian Capital Territory - Canberra