OEM Edge AI / IoT Business Development Manager - West (Remote)

Lenovo; Morrisville (NC); A distancia; USD 103.000 - 157.000; Jornada completa

Descripción de la vacante

Lenovo is seeking an OEM Edge AI / IoT Business Development Manager for North America, based in Morrisville, NC. You will drive growth by acquiring new logos, securing OEM design wins, and building joint solutions with ISVs that combine Lenovo edge hardware with AI software.

In this hunter role, you will engage OT and IT stakeholders, shape roadmaps, and collaborate with partners to deliver large, complex deals. A proven track record in edge/IoT sales and strong executive presence are required.

Formación

• 8+ years in sales, business development, or sales/marketing with edge/IoT hardware focus.
• Proven track record of acquiring net new accounts and closing large OEM deals.
• Experience selling into OT and IT environments and managing ISV/partnerships.
• Experience with Tier 1 and Tier 2 channel partners and cross-functional teams.

Responsabilidades

• Own the growth strategy targeting net-new prospects, channel-led Edge AI/IoT opportunities, and design wins across North America.
• Lead prospecting and development of net-new accounts and OEM programs as core functions, driving revenue growth.
• Navigate OT and IT organizations, translating business outcomes to secure buy-in and close deals.
• Identify, recruit, and co-sell with ISVs in edge AI, computer vision, analytics, and IoT platforms.
• Partner with NSPs, Tier 2 partners, system integrators, distributors to scale the region.
• Influence Lenovo's Edge AI/IoT roadmap using customer use cases and business justifications.
• Build trusted advisor relationships with executives and key stakeholders across business lines.
• Maintain accurate forecasting of growth, run rate, and pipeline across North America.
• Promote Lenovo's edge devices, gateways, accelerators, and related solutions through outbound channels.

Conocimientos

Edge computing

IoT

OEM deals

OT IT balance

ISV partnerships

Channel partners

Executive engagement

Forecasting

Descripción del empleo

* United States of America - North Carolina - Morrisville

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$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 .

Description and Requirements

OEM Edge AI / IoT Business Development Manager - West

Lenovo is seeking a high-impact OEM Edge AI / IoT Business Development Manager to grow our North American Edge AI and IoT business. This is a hunter role at the intersection of direct business development, ISV partnership development, and channel-led sales. It focuses on acquiring new logos, winning OEM design wins, and driving programs that deliver acquisition sales revenue.

In this role you will go beyond traditional sales. You will co-develop solutions from Lenovo's existing Edge AI / IoT roadmap, shape the future product roadmap through use case and business case justification, and serve as a key commercial voice for Lenovo's edge portfolio across verticals. You will also build joint solutions with ISVs that turn Lenovo hardware into validated, deployable edge AI offerings. Because edge deployments sit where operational technology meets information technology, you will engage both OT stakeholders (plant, operations, engineering, and facilities leaders) and IT stakeholders (CIO, infrastructure, security, and network teams) to align requirements, secure buy-in, and close deals. From initial prospecting to executive-level close, you will drive revenue and long-term profit growth, helping customers become more productive, innovative, and transformative.

This is a BU- and client-facing role requiring edge computing, IoT, or embedded OEM industry experience, executive-level presence, and a proven ability to identify, cultivate, and close large, complex deals across both OT and IT buying centers.

What You'll Do

• Own the growth strategy: Develop and execute a strategic plan aligned to Lenovo's hypergrowth objectives, targeting net new prospects, channel-led Edge AI / IoT opportunities, and design wins across North America.
• Hunt and develop new business: Lead prospecting, scoping, and development of net new accounts and OEM programs as the core function of this role, driving consistent revenue growth year over year.
• Engage across OT and IT: Navigate and align both OT and IT organizations within customer accounts. Translate business outcomes for OT leaders (uptime, safety, throughput, quality, and asset performance) and for IT leaders (security, manageability, network integration, lifecycle, and compliance). Facilitate joint OT/IT decision-making to accelerate deal cycles and deployment success.
• Build and scale ISV partnerships: Identify, recruit, and co-sell with ISVs in edge AI, computer vision, analytics, IoT platforms, industrial automation, device management, and vertical applications. Drive joint solution validation, reference architectures, and go-to-market plans that bring ISV software and Lenovo edge hardware to market together.
• Drive channel collaboration: Partner with NSPs, Tier 2 partners, system integrators, OT-focused integrators and automation partners, distributors, and IoT/mobility partners to scale the region. Collaborate with cross-functional teams to deliver on customer commitments.
• Shape the product roadmap: Use customer use cases and business case justifications, including requirements from both OT and IT environments, to influence Lenovo's future Edge AI / IoT roadmap (POR), giving the BU the insight needed to prioritize new products, platforms, and solutions.
• Build trusted advisor relationships: Apply embedded design sales experience to position yourself as a strategic partner at the executive level, engaging business line leaders, OT and IT decision makers, and key stakeholders.
• Forecast with precision: Maintain accurate, timely forecasting of growth, run rate, and pipeline across North America.
• Promote Lenovo's full Edge AI / IoT portfolio: Champion Lenovo's edge devices, gateways, and accelerators, along with accessories and adjacent third‑party solutions. These span connectivity, software, AI/ML frameworks, security, device management tools, and custom services, and you will promote them through outbound communications, RFPs, QBRs, and industry events.
• Represent Lenovo externally: Present at Lenovo Solution Days, lead executive business reviews, and position Lenovo OEM as a strategic edge AI and IoT solution provider at relevant tradeshows (both industrial/OT and enterprise/IT) and on‑stage engagements, including joint ISV events.
• Analyze and solve: Apply data‑driven decision making to identify the best solutions for customer challenges, lead negotiations, and drive deals to close.

Basic Qualifications:

• 8+ years of sales, business development, or sales/marketing experience with specific emphasis on edge computing, IoT, or embedded hardware (software and services experience also valued)
• Demonstrated track record of acquiring net new accounts and closing large, complex OEM deals
• Experience selling into or across both OT and IT organizations, with an understanding of how each influences technology purchasing decisions
• Experience developing and managing ISV or technology partnerships, including co‑selling and joint solution development
• Experience with Tier 1 and Tier 2 channel partners, growth strategies, and building channel relationships

Preferred Qualifications

• Experience engaging at the executive level across business lines and key decision‑making stakeholders
• Strong business analytical, project management, negotiation, and communication skills
• Proven ability to lead growth through individual contribution and personal accountability
• Deep business acumen developed from serving multiple verticals with edge AI and IoT solutions
• Familiarity with retail, smart city, manufacturing/industrial, healthcare/life sciences, surveillance and security, transportation/logistics, communications, and energy markets across North America
• Strong understanding of the technical requirements of embedded and dedicated‑device solutions, including edge inference, sensor and camera integration, connectivity (Wi‑Fi, 5G/LTE, Ethernet), and remote device management
• Working knowledge of OT environments and concepts, such as industrial protocols, ruggedized and fanless designs, SCADA/PLC integration, and operational safety and uptime requirements
• Working knowledge of IT requirements, such as cybersecurity, network architecture, identity and access management, fleet management, and enterprise lifecycle support
• Familiarity with IT/OT convergence trends and how edge AI bridges plant‑floor and enterprise systems
• Familiarity with edge AI ecosystems, such as AI accelerators/SoC platforms, computer vision and ML frameworks, containerized and orchestrated edge deployments, and major cloud/IoT platforms
• Experience selling customized commercial off‑the‑shelf (COTS) solutions into OEMs, end user consumption accounts, systems integrators, ISVs, and channel partners
• Passion for operational excellence and a continuous drive to raise the bar
• Self‑starter with a positive, independent work ethic who thrives in high‑growth environments
• Collaborative team player who elevates peers and partners to a higher level of performance
• Experience with AI and AI tools is a plus

#LI-Remote

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

* United States of America - North Carolina - Morrisville

PAY TRANSPARENCY

The anticipated annual compensation range for this position is102,525–157,205 USD. Final compensation will be based on relevant experience, skills, and business considerations. Individuals may also be considered for bonuses and/or commissions. Lenovo’s various benefits can be found at www.lenovobenefits.com

In compliance with Colorado’s Equal Pay for Equal Work Act (EPEWA), the expected application deadline for this position is 11-30-2026. This requirement applies to both internal and external candidates.

If you require an accommodation to complete this application, please contact [e-mail]