One Channel - Partner Account Manager NZ

Lenovo; New Zealand; On-site; NZD 60,000 - 90,000; Full time

Job summary

Lenovo in New Zealand is seeking a Sales Specialist to lead partner relationships and drive revenue through Lenovo's 360 Solutions. You will collaborate with partners, solution architects, and distributors to align strategy, growth plans, and pipeline execution.

The role focuses on joint business planning, partner enablement, and cross-functional coordination to maximize win rates and ODM/ISG opportunities across SMB, education, government, and enterprise segments.

Qualifications

• 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.

Responsibilities

• Partner relationship management and escalation point for partner matters.
• Develop and execute Joint Business Plans (JBPs) with partners.
• Drive revenue targets and pipeline growth with partners.
• Coordinate cross-functional resources to support partner growth initiatives.
• Manage partner accreditation and enablement programs.
• Support.partner marketing demand generation with partners.
• Analyze partner performance and provide insights to Lenovo leadership.

Skills

Channel sales

Partner management

Account management

Negotiation

Analytics

Communication skills

Influence stakeholders

Job description

• Sales Specialists

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.

Key Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

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.