Solutions Channel Account Executive (Bay Area & PNW)
About The Position
As a Solutions Channel Account Executive at Lenovo, you will drive revenue growth, profitability, and customer satisfaction by engaging a defined book of Solution Provider (VAR) channel partners in the Bay Area and Pacific Northwest. You will expand Lenovo’s indirect business in the territory by developing go-to-market strategies and executing joint business plans that improve partner performance and deliver customer success. The role calls for a consultative sales professional with channel expertise, executive presence, and the ability to manage complex, high-value opportunities across a broad portfolio. Candidates must be based within the territory, and the role expects 30% travel throughout the U.S. as business needs require. You will develop partner plans, enable partners through training and co-selling, manage market development funds and incentives, build executive relationships, and lead pipeline generation, opportunity management, and forecasting. You will work across Lenovo teams and partner and customer organizations to communicate solution value, resolve conflicts, negotiate, and connect technical capabilities to customer priorities. The role also involves cross-portfolio selling, solution bundling, competitive positioning, and staying current on industry trends such as hybrid cloud, AI, security, and edge computing.
Requirements
- Bachelor’s degree or equivalent professional experience.
- At least 8 years of experience in technology sales, such as servers, storage, services, devices, or workstations.
- Demonstrated success in channel sales, account management, and strategic selling.
- Experience supporting or selling through national and/or large-scale channel partners.
- Strong understanding of the IT channel ecosystem, including distribution and partner go-to-market models.
- Exceptional communication, negotiation, and executive engagement skills.
- Proven ability to manage multiple complex sales engagements simultaneously.
- Willingness to travel throughout the U.S. as business needs require; 30% travel is expected.
- Must be based within the Bay Area and PNW territory.
Nice To Haves
- Experience with co-selling and partner-led sales motions.
- Strong financial acumen, including MDF management and ROI tracking.
- Familiarity with endpoint and data center architectures.
- Understanding of IT buyer personas and decision-making processes.
- Ability to articulate total cost of ownership (TCO) and ROI, including solution-bundling value.
- Track record of exceeding multi-million-dollar sales quotas.
- Entrepreneurial, collaborative, adaptable, and consultative approach focused on business value.
- Skill in building trust across partner and customer relationships.
- Ability to translate technical capabilities into real-world impact.
Responsibilities
- Develop and execute joint business plans with Solution Provider partners.
- Drive partner enablement through training, certifications, and co-selling programs.
- Manage Market Development Funds (MDF), partner incentives, and ROI measurement.
- Build and maintain C-suite relationships and serve as a trusted advisor.
- Lead pipeline generation, opportunity management, and forecasting aligned to quarterly goals.
- Navigate complex sales cycles involving multiple stakeholders across partner and end-customer organizations.
- Partner with marketing, product, and operations teams to ensure alignment and execution.
- Communicate solution value to technical and non-technical audiences.
- Resolve partner conflicts and lead negotiations with professionalism, diplomacy, and clarity.
- Translate technical capabilities into business outcomes aligned with customer priorities.
- Stay current on industry trends, including hybrid cloud, AI, security, and edge computing.
- Support cross-portfolio selling, solution bundling, and competitive positioning.
Benefits
- Bonuses and/or commissions may be available.
- Lenovo benefits are referenced at www.lenovobenefits.com.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
