One Channel - Partner Account Manager NZ

Lenovo; Wellington; On-site; NZD 90,000 - 130,000; Full time

Job summary

Lenovo is seeking a One Channel - Partner Account Manager NZ in Wellington to drive partner relationships and grow Lenovo's presence across NZ markets. You will lead executive engagements, develop joint business plans, and coordinate with sales, marketing and services teams to accelerate revenue and solution adoption.

You will enable partners with training and certifications, manage pipelines and incentives, and work toward predictable growth across SMB, Enterprise, Government and Education

Qualifications

• Experience in channel sales and partner management within NZ IT.
• Strong knowledge of the NZ IT reseller landscape and segments.
• Proven ability to drive growth across SMB, Enterprise, Government and Education.

Responsibilities

• Establish and maintain executive relationships with partner stakeholders.
• Lead joint business planning and quarterly business reviews with partners.
• Drive revenue growth and wallet share through partner-led activities.
• Coordinate cross-functional teams to deliver Lenovo solutions and services.
• Enable partners with training, accreditations and MDF programs.
• Manage pipeline, deals, pricing, and competitive positioning with partners.
• Collaborate with distributors, marketers and sales specialists to maximize wins.

Skills

Channel sales

Partner management

Account management

Negotiation

Analytical skills

Presentation skills

Communication

Influence stakeholders

Job description

One Channel - Partner Account Manager NZ

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).

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.
• 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)

• Growth vs prior year
• Gross profit contribution
• Services revenue growth
• ISG revenue growth

Partner

• Joint Business Plan completion
• QBR completion rate
• Opportunity conversion rate
• Top Choice Express adoption
• Strategic solution attach rate
• Rebate and incentive program participation

Marketing

• Marketing-generated pipeline
• 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.