Solutions Consultant - Malaysia

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Lenovo is a US$69 billion revenue global technology powerhouse, ranked #196 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.

Position Description

In this role, you will become the evangelist for Lenovo services and solutions and map our portfolio to our clients’ strategies. You will provide thought leadership and be the expert on industry trends to your clients and other Lenovo sales teams. You will work with the most senior decision-makers in our strategic accounts and our most senior internal stakeholders. You will ensure the appropriate portfolio of our products, services and software is architected to solve the complex business challenges and close sales opportunities.

Roles and Responsibilities

• You will be supporting sales activities for the country and reporting to the Strategic Account Solutions Leader of Greater Asia Pacific.
• Work closely with the country Client Manager (CM) to develop account plans to better understand the customer’s strategic directions that will result in our ability to identify, qualify opportunities, collaborate on sales strategy, process, and level of presales engagement to prioritize time, activities, and investments of the most impactful revenue-generating opportunities.
• Have a broad understanding of IT solutions and services that can address customer’s business problems. Lead and shape the sales enablement process for the creation of customer-specific solutions through working closely with dedicated business development managers for devices, services and the broader sales team.
• Provide advisory to customers to design managed services and resolve complex hardware, services and systems concerns, resulting in identifying, qualifying, progressing and winning opportunities for Lenovo.
• Develop deep relationship the customers to cover all contacts of the customers’ buying coalition necessary to win in our projects.
• Have good understanding of IT operations (and challenges), systems integration and managed services to help customers better their user experience.
• Develop technical program discussions with customers; understanding customers install base, technical environments, privacy concerns, etc, resulting in progressing opportunities.
• Manage in conjunction with the Client Managers, the execution and delivery of best outcome solution/s for the customers.
• Champion the customer by helping to orchestrate, motivate and inspire the presales team, finance, service delivery and ecosystem partners on customer situations, clarity of vision, help them focus on what needs to be done and prescribes the optimal solution to deliver desired outcomes with a sense of urgency.
• Be a creative problem solver with sound judgment in developing multiple solutions related to customer-related issues.
• Ensure the quality of the presales deliverables (presentation, demonstrations, etc.) and align resources to opportunity activities and establish due dates and milestones to ensure successful customer deliverables.
• Demonstrate value to customers of a solution approach with a clear articulation of ROI and business case instead of reducing pricing.
• Thorough understanding of the competitive landscape and the ability to clearly and technically differentiate Lenovo solution’s market position in the market and employ new concepts which impact customers positively.
• Drive consistent presales processes, including dry-runs and discovery sessions and other tools to ensure superior evaluations, product demos and presentations.
• Be good at staff work for prompt and accurate forecasting of business including use of Microsoft Dynamics 365 opportunity management system.
• Assist in pricing exercises including helping sales team select correct standard part numbers; if a custom solution is recommended, work with the solution architects on the financial modeling based on licensing costs, number of service hours, etc.
  
  

Position Requirements

• 8+ Years of experience working within the technology industry in a sales/architect role solving technology challenges, with 1-2 years of people management experience being a plus but not mandatory.
• Knowledge of Lenovo’s portfolio, competitive solutions, and how they relate to customer requirements.
• Critical thinking to identify value propositions for clients.
• Good charisma to pitch at C level customer
• Strong verbal and written communication skills to simplify and explain complex problems with an ability to execute.
• Consultative and collaborative mindset - your engagement with clients will lead to new and innovative solutions.
  
  

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.