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Services and Solutions TruScale Channel Development Manager
Lenovo is seeking a high-energy and results-oriented Services and Solutions TruScale Channel Development Manager to join our Global Technology Partner (GTP) team. In this critical role, you will be responsible for spearheading the growth and adoption of Lenovo TruScale, our innovative Infrastructure-as-a-Service (IaaS) and Device-as-a-Service (DaaS) solutions, within our largest Global System Integrator partners within our GTP group.
Responsibilities
- Channel Strategy Development: Develop with our GTP sales team a comprehensive GTP partner activation strategy that aligns with TruScale's objectives and business goals
- Closely manage activation and enablement activities of our GTP partners and assess their suitability for TruScale onboarding through appropriate as-a-Service Commercial Models.
- BMS setup across key ISO Hardware and SSG colleagues and executives
- Drive Joint Business Plans Actions and execute on Services Split agreements with focus GTPs and relevant Lenovo stakeholders
- Checklist through the complete partner acquisition / partner enablement
- Compliance and Contract Management: Collaborate with legal and compliance teams to draft and negotiate partner agreements
- Identify deployment gaps between TruScale GTP Partners Onboarding and Activation Workstreams and channel sales, then work with appropriate teams to address
- Drive consolidation, harmonization and cross best practices within TruScale (IaaS DaaS) channel programs and incentives in line with One SSG Program Strategy. Prepare exceptions requests for Governance and SteerCo approval
- Design and execute strategic channel programs and incentives to drive GTP sales and profitability of Lenovo TruScale offerings.
- Collaborate closely with product marketing, sales, services, and TruScale teams to develop compelling messaging, training materials, and enablement programs for GTP partners on the benefits and value proposition of TruScale.
- Cultivate strong relationships, both face-to-face and remote, with focus GTPs, acting as a trusted advisor and providing ongoing support for successful program execution and partner growth in the TruScale space.
- Through enablement, develop and co-manage a robust TruScale pipeline through GTP sales teams
- Conduct regular business reviews with focus GTPs, providing insights and guidance to optimize their TruScale sales strategies and maximize profitability.
- Track key performance indicators (KPIs) to measure the effectiveness of channel programs, GTP engagement, and overall TruScale revenue growth through the channel.
- Stay up-to-date on the latest cloud computing trends and competitor activity within the IaaS market, identifying opportunities to enhance Lenovo's TruScale channel offerings.
- Collaborate with internal stakeholders across various departments to develop and implement go-to-market strategies for TruScale through the channel.
Qualifications
- Bachelor's degree in Business Administration, Marketing, or a related field (MBA preferred).
- Minimum 8-12 years of experience of working with GTP/GSI sales management, advanced Onboarding and Activation of as-a-Service as indirect/Sell With Partners
- Proven track record of exceeding sales targets and growing GTP/GSI revenue for as-a-Service solutions.
- In-depth understanding of the IaaS and DaaS market, cloud computing solutions, and their associated benefits.
- Strong understanding of GTP/GSI partner business models and motivations, particularly regarding cloud adoption.
- Excellent communication, presentation, and negotiation skills.
- Ability to build and maintain strong relationships with GSI/GTPs and internal stakeholders.
- Proven experience in developing and managing successful channel programs for technology solutions.
- Strong analytical and problem-solving skills.
- Ability to manage multiple priorities and work effectively in a fast-paced environment.
- Strong English communication skills to ensure collaboration with global teams.
Benefits Of Working At Lenovo
- Competitive salary and benefits package.
- Opportunity to work in a dynamic and results-oriented environment at the forefront of cloud technology.
- Be part of a global organization shaping the future of IT infrastructure solutions.
- Continuous learning and development opportunities.
- Play a pivotal role in driving the adoption of Lenovo's innovative TruScale offering.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.
