One Channel - Partner Account Manager NZ

Why Work at Lenovo

We are Lenovo. We do what we say. We own what we do. We WOW our customers.

Lenovo is a US$83 billion revenue global technology powerhouse, ranked #153 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).

This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com, and read about the latest news via our StoryHub.

Description and Requirements

Key Responsibilities

1. Partner Relationship Management

• Establish and maintain trusted executive and operational relationships with partner stakeholders.
• Act as the primary escalation point for partner commercial, operational, and strategic matters.
• Conduct regular business reviews with assigned partners.
• Build strong relationships across sales, technical, marketing, procurement, and leadership teams within partner organizations.
• Represent Lenovo's strategy, priorities, and investment programs to partners.

2. Business Planning & Growth

• Develop and execute annual Joint Business Plans (JBPs) with assigned partners.
• Identify growth opportunities across commercial, SMB, education, government, and enterprise segments.
• Drive attainment of quarterly and annual revenue targets.
• Align partner strategies with Lenovo's key growth initiatives.
• Build pipeline and demand generation plans to support target achievement.

3. Revenue & Market Share Development

• Deliver sales growth across IDG, ISG, Services, and emerging solution areas.
• Drive partner participation in Lenovo incentive and rebate programs.
• Identify opportunities to increase wallet share within existing partner accounts.
• Support acquisition of new customers through partner-led activities.
• Increase Lenovo solution penetration and attach rates.

4. Lenovo 360 & Solutions Growth

• Accelerate adoption of Lenovo 360 offerings including:
  • Managed Services
  • Professional Services
  • Support Services
  • TruScale
  • AI and Hybrid Infrastructure solutions
• Position Lenovo as a strategic technology partner rather than a product supplier.
• Promote end-to-end solution selling and recurring revenue opportunities.

5. Partner Enablement

• Ensure partners maintain relevant Lenovo accreditations and certifications.
• Coordinate sales and technical training programs.
• Drive participation in Lenovo communities and enablement initiatives.
• Support onboarding of new sales and technical personnel within partner organisations.
• Increase partner capability in workstation, AI, services, and infrastructure solutions.

6. Pipeline & Opportunity Management

• Conduct regular pipeline reviews with partners.
• Support deal qualification, pricing strategy, and competitive positioning.
• Ensure opportunities are accurately managed through Lenovo sales systems.
• Collaborate with Lenovo sales specialists, solution architects, and distributors to maximize win rates.
• Assist with major bids, tenders, and strategic customer opportunities.

7. Marketing & Demand Generation

• Build and execute joint marketing plans with partners.
• Support partner participation in Lenovo campaigns, roadshows, events, and webinars.
• Leverage MDF and marketing investments effectively.
• Drive lead generation and pipeline creation activities.
• Measure campaign effectiveness and return on investment.

8. Performance Management & Analytics

• Monitor partner performance against KPIs and growth targets.
• Analyse revenue trends, market share movements, and solution mix.
• Provide business insights and recommendations to Lenovo leadership.
• Maintain accurate forecasting and reporting.
• Ensure partners achieve required program compliance and accreditation standards.

9. Cross Functional Leadership

• Work closely with:
  • Distribution
  • Marketing
  • Sales Specialists
  • ISG Team
  • Services Team
  • Operations
  • Finance
  • AP and ANZ stakeholders
• Champion partner requirements internally.
• Coordinate resources required to support strategic partner growth initiatives.

Key Performance Indicators (KPIs)

Financial

• Revenue attainment vs target
• Growth vs prior year
• Gross profit contribution
• Services revenue growth
• ISG revenue growth
• Lenovo 360 growth

Partner

• Joint Business Plan completion
• QBR completion rate
• Partner satisfaction
• Accreditation attainment
• Active partner engagement score

Sales Execution

• Pipeline coverage
• Opportunity conversion rate
• Top Choice Express adoption
• Strategic solution attach rate
• Rebate and incentive program participation

Marketing

• Marketing-generated pipeline
• Event participation
• MDF utilization
• Campaign ROI

Preferred Skills & Experience

• Channel sales, partner management, or account management experience.
• Strong understanding of the NZ IT reseller and distribution landscape.
• Commercial negotiation and business planning capability.
• Experience working with SMB, Enterprise, Government, and Education sectors.
• Strong analytical, presentation, and communication skills.
• Ability to influence stakeholders across multiple organisations.
• Knowledge of PC, Infrastructure, Services, AI, and Hybrid Cloud solutions preferred.