Solutions Channel Account Executive (Bay Area & PNW)

Lenovo Inc.; North Carolina; On-site; USD 150,000 - 210,000; Full time

Job summary

Lenovo is seeking a Solutions Channel Account Executive to drive revenue growth with a defined book of Solution Provider partners in the Bay Area and Pacific Northwest. You will expand Lenovo’s indirect business by crafting go-to-market plans and executing joint business strategies that accelerate partner performance and customer success.

The role requires 8+ years in technology sales, strong channel expertise, and executive-level engagement. Travel up to 30% across the U.S.

Qualifications

• 8+ years of technology sales experience across servers, storage, services, devices, and workstations.
• Proven record in channel sales, account management, and strategic selling.
• Experience supporting large-scale channel partners.
• Strong understanding of IT channel ecosystem and go-to-market models.
• Excellent communication, negotiation, and executive engagement skills.
• Willingness to travel throughout the U.S. as business needs require (30% travel).

Responsibilities

• Develop and execute joint business plans with Solution Provider partners.
• Drive partner enablement through training, certifications, and co-selling programs.
• Lead pipeline generation, opportunity management, and forecasting.
• Maintain executive-level relationships and act as trusted advisor.
• Navigate complex sales cycles with multiple stakeholders across partner and end-customer organizations.
• Collaborate with marketing, product, and operations teams to ensure alignment and execution.

Skills

Channel sales

Account management

Strategic selling

Executive engagement

Willingness to travel

Education

Bachelor's degree

Job description

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.

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.

As a Solutions Channel Account Executive at Lenovo, you will drive revenue growth, profitability, and customer satisfaction by strategically engaging a defined book of Solution Provider (VAR) channel partners in Bay Area PNW. You will expand Lenovo’s indirect business within your territory by developing go-to-market strategies and executing joint business plans that accelerate partner performance and deliver customer success. This role is ideal for a high-performing, consultative sales professional with deep channel expertise, strong executive presence, and the ability to manage complex, high-value opportunities across a broad portfolio.

In This Role, You Will

• Develop and execute joint business plans with Solution Provider partners
• Drive partner enablement through training, certifications, and co-selling programs
• Manage Market Development Funds (MDF), partner incentives, and ROI measurement
• Build and maintain executive-level (C-suite) relationships and serve as a trusted advisor
• Lead pipeline generation, opportunity management, and forecasting aligned to quarterly goals
• Navigate complex sales cycles with multiple stakeholders across partner and end-customer organizations
• Partner cross-functionally with marketing, product, and operations teams to ensure alignment and execution
• Communicate solution value clearly to both technical and non-technical audiences
• Resolve partner conflicts and lead negotiations with professionalism, diplomacy, and clarity
• Translate technical capabilities into business outcomes aligned to customer priorities
• Stay current on key industry trends, including hybrid cloud, AI, security, and edge computing
• Support cross-portfolio selling, solution bundling, and competitive positioning

This role supports the Bay Area PNW territory and requires candidates to be based within the area.

Basic Qualifications

• Bachelor’s degree or equivalent professional experience
• 8+ years of experience in technology sales (e.g., servers, storage, services, devices, workstations)
• Demonstrated success in channel sales, account management, and strategic selling
• Experience supporting or selling through national and/or large-scale channel partners
• Strong understanding of the IT channel ecosystem, including distribution and partner go-to-market models
• Exceptional communication, negotiation, and executive engagement skills
• Proven ability to manage multiple complex sales engagements simultaneously
• Willingness to travel throughout the U.S. as business needs require (30% travel expected)

Preferred Qualifications

• Experience with co-selling and partner-led sales motions
• Strong financial acumen, including MDF management and ROI tracking
• Familiarity with endpoint and data center architectures
• Understanding of IT buyer personas and decision-making processes
• Ability to articulate the total cost of ownership (TCO) and ROI, including solution bundling value
• Track record of exceeding multi-million-dollar sales quotas

You Are

• Entrepreneurial, collaborative, and adaptable, Consultative in your sales approach, focused on delivering business value
• Skilled at building trust across partner and customer relationships
• Able to translate technical capabilities into real-world impact

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.