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

Lenovo • Morrisville, NC

9d • $102,525 - $157,205 • Remote

About The Position

Lenovo is seeking a high-impact 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 driving programs that generate acquisition sales revenue.

The role co-develops solutions using Lenovo’s existing Edge AI / IoT roadmap and influences future product direction through customer use cases and business case justifications. It builds joint solutions with ISVs that combine Lenovo hardware with validated, deployable edge AI offerings. The manager engages both operational technology (OT) and information technology (IT) stakeholders to align requirements, gain support, and close complex deals.

This BU- and client-facing position requires experience in edge computing, IoT, or the embedded OEM industry, executive-level presence, and a proven ability to identify, cultivate, and close large, complex deals across OT and IT buying centers. The role drives revenue and long-term profit growth across North America and represents Lenovo’s Edge AI / IoT portfolio with customers, partners, and at industry events.

Requirements

• 8+ years of sales, business development, or sales/marketing experience, with 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 and understanding their influence on 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

• Strong business analytical, project management, negotiation, and communication skills.
• Experience engaging executive-level stakeholders across business lines.
• Proven ability to lead growth through individual contribution and personal accountability.
• Deep business acumen developed through serving multiple verticals with edge AI and IoT solutions.
• Familiarity with North American retail, smart city, manufacturing/industrial, healthcare/life sciences, surveillance and security, transportation/logistics, communications, and energy markets.
• Understanding of embedded and dedicated-device solution requirements, 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 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 growth strategy aligned with Lenovo’s objectives, targeting new prospects, channel-led opportunities, and design wins across North America.
• Lead prospecting, scoping, and development of new accounts and OEM programs to drive year-over-year revenue growth.
• Engage OT and IT organizations in customer accounts, translate their business and technical needs, and facilitate joint decision-making.
• Identify, recruit, and co-sell with ISVs; drive joint solution validation, reference architectures, and go-to-market plans.
• Collaborate with channel partners, system integrators, OT-focused integrators, automation partners, distributors, and IoT/mobility partners to scale the region and meet customer commitments.
• Use customer use cases and business case justifications to influence Lenovo’s future Edge AI / IoT product roadmap.
• Build trusted advisor relationships with executives, 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 AI / IoT portfolio, including edge devices, gateways, accelerators, accessories, third-party solutions, and related services through outbound communications, RFPs, QBRs, and industry events.
• Represent Lenovo externally at Lenovo Solution Days, executive business reviews, relevant tradeshows, on-stage engagements, and joint ISV events.
• Use data-driven decision making to identify solutions, lead negotiations, and close deals.

Benefits

• Potential eligibility for bonuses and/or commissions.
• Lenovo benefits are referenced at www.lenovobenefits.com; specific benefits are not listed in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed