OEM Edge AI / IoT Business Development Manager - West (Remote)

Lenovo•Morrisville, NC

9d•$102,525 - $157,205•Remote

About The Position

Lenovo is seeking a high-impact OEM Edge AI / IoT Business Development Manager to grow its North American Edge AI and IoT business. This hunter role combines direct business development, ISV partnership development, and channel-led sales, with a focus on acquiring new accounts, winning OEM design wins, and delivering acquisition sales revenue. The role involves co-developing solutions from Lenovo’s existing Edge AI / IoT roadmap, influencing the future product roadmap through customer use cases and business case justification, and serving as a commercial voice for Lenovo’s edge portfolio across verticals. The manager will build joint solutions with ISVs that combine Lenovo hardware with validated, deployable edge AI offerings. The position engages both operational technology (OT) and information technology (IT) stakeholders, from plant, operations, engineering, and facilities leaders to CIO, infrastructure, security, and network teams, to align requirements, secure buy-in, and close deals. This business-unit- and client-facing role requires experience in edge computing, IoT, or embedded OEM industries, executive-level presence, and a record of identifying, cultivating, and closing large, complex deals across OT and IT buying centers. The role drives revenue and long-term profit growth, builds trusted executive relationships, maintains accurate forecasts, promotes Lenovo’s Edge AI / IoT portfolio, and represents Lenovo at customer and industry events.

Requirements

At least 8 years of sales, business development, or sales/marketing experience, with specific emphasis on edge computing, IoT, or embedded hardware; software and services experience is also valued.
Demonstrated track record of acquiring new accounts and closing large, complex OEM deals.
Experience selling into or across both OT and IT organizations, with understanding of how each influences technology purchasing decisions.
Experience developing and managing ISV or technology partnerships, including co-selling and joint solution development.
Experience with Tier 1 and Tier 2 channel partners, growth strategies, and building channel relationships.

Nice To Haves

Experience engaging executives across business lines and key decision-making stakeholders.
Strong business analytical, project management, negotiation, and communication skills.
Proven ability to lead growth through individual contribution and personal accountability.
Deep business acumen developed from serving multiple verticals with edge AI and IoT solutions.
Familiarity with retail, smart city, manufacturing/industrial, healthcare/life sciences, surveillance and security, transportation/logistics, communications, and energy markets across North America.
Strong understanding of technical requirements for embedded and dedicated-device solutions, including edge inference, sensor and camera integration, Wi-Fi, 5G/LTE, Ethernet, and remote device management.
Working knowledge of OT environments and concepts, including industrial protocols, ruggedized and fanless designs, SCADA/PLC integration, and operational safety and uptime requirements.
Working knowledge of IT requirements, including cybersecurity, network architecture, identity and access management, fleet management, and enterprise lifecycle support.
Familiarity with IT/OT convergence trends and how edge AI bridges plant-floor and enterprise systems.
Familiarity with edge AI ecosystems, including AI accelerators/SoC platforms, computer vision and ML frameworks, containerized and orchestrated edge deployments, and major cloud/IoT platforms.
Experience selling customized commercial off-the-shelf (COTS) solutions to OEMs, end-user consumption accounts, systems integrators, ISVs, and channel partners.
Passion for operational excellence and a continuous drive to raise the bar.
Self-starter with a positive, independent work ethic who thrives in high-growth environments.
Collaborative team player who elevates peers and partners.
Experience with AI and AI tools is a plus.

Responsibilities

Develop and execute a strategic growth plan targeting new prospects, channel-led Edge AI / IoT opportunities, and design wins across North America.
Prospect, scope, and develop new accounts and OEM programs to drive year-over-year revenue growth.
Align OT and IT stakeholders by translating business outcomes and requirements for each group and facilitating joint decision-making.
Identify, recruit, and co-sell with ISVs; drive joint solution validation, reference architectures, and go-to-market plans.
Collaborate with NSPs, Tier 2 partners, system integrators, OT-focused integrators and automation partners, distributors, and IoT/mobility partners.
Use customer use cases and business case justifications to influence Lenovo’s future Edge AI / IoT product roadmap.
Build executive-level trusted-advisor relationships with business line leaders, OT and IT decision-makers, and other stakeholders.
Maintain accurate and timely forecasts of growth, run rate, and pipeline across North America.
Promote Lenovo’s edge devices, gateways, accelerators, accessories, and adjacent third-party solutions through outbound communications, RFPs, QBRs, and industry events.
Present at Lenovo Solution Days, lead executive business reviews, and represent Lenovo OEM at relevant industrial/OT and enterprise/IT tradeshows and joint ISV events.
Use data-driven decision-making to identify solutions, lead negotiations, and close deals.
Collaborate with cross-functional teams to deliver on customer commitments.