Workstation Inside Channel Account Manager

Lenovo•Morrisville, NC

About The Position

Lenovo is seeking a highly motivated and strategic Workstation Channel Account Manager to grow its workstation business within Solution Provider accounts. The role is a specialized overlay resource, partnering with Lenovo Channel Account Managers (CAMs), LPS Inside Sales teams, distribution partners, and workstation sales specialists to grow market share and expand Lenovo’s workstation presence across partner organizations. The position builds partner capability, generates demand, enables sales and technical teams, develops workstation-focused growth plans, and creates scalable programs to increase workstation attach rates, pipeline, and revenue. It involves developing partner business plans, identifying opportunities, delivering sales and technical training, running demand-generation programs, aligning workstation solutions with services, managing partner relationships, and sharing market intelligence with Lenovo stakeholders. The role also requires staying informed about professional workflows and articulating workstation value, including performance, reliability, manageability, AI readiness, workflow optimization, and total cost of ownership. Travel throughout the U.S. is expected as business needs require, approximately 30–40%.

Requirements

Bachelor’s degree or equivalent professional experience.
At least 5 years of experience in technology sales, channel sales, account management, or business development.
Experience working with VARs, Solution Providers, Distributors, or National Channel Partners.
Knowledge of PC, workstation, endpoint, or infrastructure technologies.
Demonstrated success building partner relationships and driving revenue growth through indirect sales channels.
Experience delivering training, presentations, or partner enablement programs.

Nice To Haves

Experience selling or supporting workstation, engineering, AI, creator, or performance computing solutions.
Understanding of professional workflows, including CAD, BIM, DCC, AI development, rendering, visualization, simulation, or data science applications.
Familiarity with ISV ecosystems and workstation certifications.
Experience with Lenovo Professional Services, managed services, deployment services, or lifecycle solutions.
Strong executive communication and presentation skills.
Experience leading partner-facing marketing events, workshops, and demand-generation programs.
Ability to influence without direct authority across internal and external organizations.
Strong business planning, forecasting, and pipeline management skills.
Ability to travel throughout the U.S. as business needs require, approximately 30–40%.

Responsibilities

Develop and execute workstation-specific business plans within assigned strategic Solution Provider accounts.
Identify whitespace opportunities and grow Lenovo workstation market share across buying centers and customer segments.
Align workstation growth strategies with partner priorities and Lenovo channel objectives, and incorporate workstation initiatives into broader account plans with CAMs.
Support workstation pipeline creation, opportunity acceleration, and forecast visibility.
Deliver workstation sales and technical enablement for partner sellers, architects, engineers, and leadership teams through trainings, workshops, lunch-and-learns, and certification initiatives.
Build workstation champions within partner organizations and educate partners on Lenovo’s workstation portfolio, AI workstation solutions, ISV certifications, and competitive differentiation.
Plan and execute partner events, executive briefings, roadshows, and customer-facing activities to increase workstation awareness and demand.
Collaborate with channel marketing teams on campaigns, MDF activities, and partner growth initiatives; measure effectiveness and improve engagement and ROI.
Support the creation of customer success stories and workstation-focused marketing content.
Work with CAMs and LPS to identify services-led workstation opportunities and promote deployment, lifecycle, configuration, managed services, and AI readiness offerings.
Help partners position workstation solutions combining hardware, software, and services, and identify cross-portfolio selling opportunities.
Build trusted relationships with workstation sellers, technical resources, category managers, and executives in assigned partner accounts.
Serve as a workstation subject matter expert and collaborate with CAMs, Workstation Sales Specialists, Product Management, Marketing, LPS, and Operations.
Communicate market trends, competitive intelligence, and partner feedback to internal stakeholders.
Stay current on trends in engineering, architecture, manufacturing, media and entertainment, AI development, data science, and content creation workflows.
Explain workstation ROI, workflow optimization, and total cost of ownership benefits to partner and customer audiences.