Description and Requirements
Job Summary
We are seeking a highly skilled and experienced Account Manager to lead and manage strategic International Distribution relationships across the Lenovo 360 portfolio, including PCSD, Infrastructure Solutions Group (ISG), and Services.
This role is responsible for driving revenue growth, profitability, market share expansion, and partner engagement across the full Lenovo portfolio, ensuring strong execution of the Lenovo 360 strategy and delivering sustainable growth through distribution.
The successful candidate will work closely with distributor executives and Lenovo sales, marketing, services, and operations teams to accelerate adoption of Lenovo solutions, including client devices, datacenter infrastructure, hybrid cloud, AI-ready infrastructure, lifecycle services, TruScale, and solution-led offerings.
The ideal candidate combines strong distribution experience with a solid understanding of enterprise infrastructure, services, and channel ecosystems, and can effectively navigate complex multi-stakeholder environments across Europe and international markets.
Key Responsibilities
Lenovo 360 & ISG Growth
1. Drive Lenovo 360 execution across assigned distributors, ensuring alignment across PCSD, ISG, and Services business units.
2. Develop and execute growth plans for Infrastructure Solutions Group (ISG), including servers, storage, networking, AI infrastructure, and hybrid cloud solutions.
3. Drive Services attach, TruScale adoption, and solution-led selling motions through distribution.
4. Partner with technical, services, and alliance teams to increase distributor capabilities and enablement around datacenter, AI, and infrastructure solutions.
5. Accelerate cross-BU opportunities and promote a One Lenovo approach across all distributor engagements.
Account & Relationship Management
6. Build and maintain strong executive relationships with key international distributors, acting as a trusted business partner for PCSD & ISG growth.
7. Lead negotiations on commercial frameworks, incentives, rebates, marketing funds, and strategic initiatives to maximize long-term value and market penetration.
8. Act as the primary escalation point for PCSD & ISG-related topics, ensuring alignment on priorities, performance, and execution.
9. Support distributors in developing capabilities around datacenter solutions, services, and advanced workloads.
Go-To-Market & Execution
10. Collaborate with Product, Marketing, Technical Sales, and Services teams to define and execute PCSD & ISG go-to-market strategies.
11. Drive sell-in and sell-out motions, pipeline development, and partner enablement across the distribution ecosystem.
12. Ensure effective forecasting, demand planning, and inventory management for PCSD & ISG products and solutions.
13. Support execution of strategic programs, including services-led initiatives, solution bundles, and vendor alliance campaigns.
Cross-functional Collaboration
14. Partner closely with Finance, Operations, Supply Chain, and Logistics teams to ensure smooth execution of orders, billing, compliance, and working capital optimization.
15. Align with regional and country sales leaders to ensure consistency of PCSD & ISG distribution strategy and execution across markets.
16. Work with Marketing and Alliance teams to activate co-funded campaigns, events, and enablement initiatives with distributors and partners.
Key Qualifications & Experience
17. 10+ years of experience in enterprise IT, datacenter infrastructure, or technology distribution sales.
18. Proven track record in managing complex distribution accounts and driving growth in servers, storage, solutions, and services.
19. Strong business and financial acumen, with the ability to manage P&L, analyze performance, and make data-driven decisions.
20. Experience negotiating complex commercial agreements with large international distribution partners.
21. Excellent communication, stakeholder management, and problem-solving skills.
22. Ability to operate effectively in a fast-paced, global, matrix organization.
Preferred Skills
23. Experience working with large IT distributors in the datacenter and enterprise ecosystem.
24. Strong understanding of solution selling, services attach, and as-a-Service models.
25. Knowledge of pricing structures, supply chain dynamics, and demand forecasting for infrastructure products.
26. Familiarity with CRM systems, BI tools, and pipeline management frameworks.
Location & Travel Requirements
27. The role may require international travel to engage with key distributors and attend business meetings.