One Channel - Partner Account Manager NZ

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.