EMEA Channel Sales Director – Resellers

Lenovo; Farnborough; On-site; GBP 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Sales Director to drive multi-million-dollar growth across EMEA. This role is crucial for leading reseller management, engaging with C-level executives, and ensuring alignment with strategic partners. The ideal candidate will have over a decade of experience in channel sales, a strong understanding of both infrastructure and PC businesses, and the ability to negotiate high-value partnerships. Join a forward-thinking company that values innovation and offers a supportive work environment with numerous benefits.

Benefits

Private medical

Income protection

Attractive pension scheme

Positive work life balance

Learning and development

Life insurance

Product discounts

Lifestyle discounts

Cycle to work

Free onsite parking

Qualifications

• 10+ years in Channel Sales and Business Development in tech.
• Strong understanding of reseller and distributor business models.

Responsibilities

• Lead and shape reseller management across EMEA.
• Maximize revenue and market share through strategic partnerships.

Skills

Channel Sales Leadership

Business Development

Reseller Management

C-level Engagement

Data Analytics

Strategic Thinking

Problem Solving

Negotiation Skills

Education

Bachelor's Degree in Business or related field

Master's Degree (preferred)

Job description

* United Kingdom - Hampshire - Farnborough

* Netherlands - North Holland - Amsterdam

* Poland - Masovian - Warsaw

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$57 billion revenue global technology powerhouse, ranked #248 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

We are seeking a dynamic and strategic Channel Sales Director to lead and shape Lenovo’s reseller management blueprint across EMEA. This role is pivotal in driving multi-million-dollar business growth, strengthening C-level engagement, and ensuring alignment across Lenovo’s reseller network, distributors, and strategic alliances.

This position requires an experienced leader with a deep understanding of both Infrastructure, and PC businesses, services, and "as-a-service" models, combined with strong commercial acumen in reseller and distributor operations.

Your Key Responsibilities:

• Architect and own the reseller channel blueprint for coverage, marketing, strategic focus, and partner selection supporting local and global business priorities.
• Lead high-level engagements with C-level executives of top international resellers (e.g., Computacenter, Bechtle, ATEA) ensuring strategic partnerships and business expansion.
• Drive territory management and segmentation strategy, selecting key authorized partners to maximize Lenovo’s market share.
• Act as a good leader, representing EMEA internally and externally at industry events, conferences, and executive meetings.
• Maximize Lenovo’s reseller revenue, market share, and profitability within EMEA.
• Develop strategic account growth plans for top international resellers and monitor performance to achieve ambitious revenue targets.
• Lead negotiations with strategic alliances (e.g., NVIDIA, Intel, Microsoft, AMD) to secure investment in centralized reseller initiatives.
• Lead and develop an international team, coach your direct reports to deliver results, and support cross-functional teams in executing complex deals.
• Oversee reseller performance management, business tracking, and incentive structures to drive engagement.
• Ensure collaboration between marketing, sales, and product teams, establish executive briefings, and business planning sessions with resellers, WW teams, and key partners.

We are seeking a dynamic and strategic Channel Sales Director to lead and shape Lenovo’s reseller management blueprint across EMEA. This role is pivotal in driving multi-million-dollar business growth, strengthening C-level engagement, and ensuring alignment across Lenovo’s reseller network, distributors, and strategic alliances.

This position requires an experienced leader with a deep understanding of both Infrastructure, and PC businesses, services, and "as-a-service" models, combined with strong commercial acumen in reseller and distributor operations.

Your Key Responsibilities:

• Architect and own the reseller channel blueprint for coverage, marketing, strategic focus, and partner selection supporting local and global business priorities.
• Lead high-level engagements with C-level executives of top international resellers (e.g., Computacenter, Bechtle, ATEA) ensuring strategic partnerships and business expansion.
• Drive territory management and segmentation strategy, selecting key authorized partners to maximize Lenovo’s market share.
• Act as a good leader, representing EMEA internally and externally at industry events, conferences, and executive meetings.
• Maximize Lenovo’s reseller revenue, market share, and profitability within EMEA.
• Develop strategic account growth plans for top international resellers and monitor performance to achieve ambitious revenue targets.
• Lead negotiations with strategic alliances (e.g., NVIDIA, Intel, Microsoft, AMD) to secure investment in centralized reseller initiatives.
• Lead and develop an international team, coach your direct reports to deliver results, and support cross-functional teams in executing complex deals.
• Oversee reseller performance management, business tracking, and incentive structures to drive engagement.
• Ensure collaboration between marketing, sales, and product teams, establish executive briefings, and business planning sessions with resellers, WW teams, and key partners.

What Will You Bring (position requirements):

• Over 10 years of leadership experience in Channel Sales, Business Development, or Reseller Management, preferably in a multinational tech company.
• Expertise in reseller and distributor business models, including financial structures, supply chain, and services, and ability to negotiate high-value reseller and alliance partnerships.
• Executive presence with experience managing C-level relationships.
• Experience preferably in both Infrastructure and PC business with a solid understanding of as-a-service models.
• Excellent strategic thinking and problem-solving skills, with a data-driven approach.
• Demonstrated success in using data analytics to drive channel performance, segmentation, and global reporting.
• Good leadership skills, with experience leading international teams being an advantage.
• Experience working in multi-country, multi-cultural environments.

What do we offer:

• Holiday purchase
• Private medical
• Income protection
• Attractive pension scheme
• Positive work life balance
• Learning and development
• Life insurance
• Lenovo and Motorola products discounts
• Lifestyle discounts
• Cycle to work
• MyGymDiscounts
• Mortgage advice and support
• Referral bonus
• Electric car salary sacrifice scheme
• Free onsite parking

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.

Additional Locations: * Spain - Madrid - Madrid * Belgium - Brussels-Capital Region - Brussels * United Kingdom - Hampshire - Farnborough * Italy - Milano - San Felice Segrate * Netherlands - North Holland - Amsterdam * Poland - Masovian - Warsaw

AI PROCESSING NOTICE

We use AI-based tools to support some of our processes (e.g. online interviews recordings and transcripts) in order to achieve better efficiency, accuracy and for our documentation purposes. AI can make mistakes, but we always make sure that the outputs are manually reviewed by a human. You can always opt-out or contact us in case of any question.

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