Software Sales Representative

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Description And RequirementsPosition Title: Country Software Specialist / Regional Software SpecialistReporting To: CAP Software LeadBusiness Area: Services Sales and MarketingBusiness Area Description: Lenovo is a world leader in the PC industry with offices in Europe, Americas and Asia Pacific regions. Website address: http://www.lenovo.com/Key Objectives of Position:

• This position is responsible to drive Software-led Services Sales mainly in ASEAN, Hong Kong, Taiwan and Korea. This position will drive the portfolio demand through our Lenovo Sales team, Business Partners and building win/win relationships with Service Providers/Partners.
• The role will be accountable to ensure accurate promotion and communication of the software offerings
• The measure of success will be to meet the financial objectives by building and managing the business development and sales efforts in the assigned segment/s

Day-To-Day Responsibilities:

• Day-to-Day Enablement of Software Sales
• Prioritization of the overall territory and corresponding software solution sales plays
• Execution of a sales plan that meets or exceeds sales quota
• Coordinate resources through a sales cycle, including Services BDMS, Solution Architects, Product Management, Marketing, etc.
• Practice effective and collaborative communication with customers, other members of the team, and management
• Keep abreast of overall market conditions, competitive landscape, and future direction of Lenovo software-led services solutions
• Develop, implement and manage programs that drive respective software portfolio growth.
• Assist in reviewing and compiling industry trends and competitive market position
• Sales Support
• Handle sales process from prospecting through close and understand process
• Prepare and engage in business development team status meetings
• Handle customer presentation, quotes, RFIs and RFPs by collaborating with Services Solution Architect / BDM / Inside Sales
• Focus on horizontal markets and handle key prospects relationships
• Run live and web-based presentations
• Marketing Support
• Ensure distribution of supporting documents and updates are completed for all product launches
• Provide support for regular promotions – planning and communications
• Reporting
• Obtain required elements for weekly and monthly reviews
• Co-ordinate/produce ad-hoc reports as required
• Provide input/insight and suggested actions. Be an active participant in improving the business process

Key Competencies Needed:

• Communication skills – ability to recognise challenges and communicate quickly and effectively
• Great relationship-building skills
• Proficient in Microsoft Office programs including Word, Excel and PowerPoint
• Excellent organisational skills must be a self-starter who has experience in managing multiple initiatives simultaneously, passion for start-up like environment
• Ability to build effective virtual teams and drive results via others in a complex cross-functional organisation
• Superior knowledge of PC technology, keen focus on market trends and customer needs with exceptional analytical skills & financial acumen
• Commitment and ownership of role
• Critical thinker (solve for the right problem)
• Proven ability to build turn disorder into highly repeatable processes
• Can work Independently

Team Involvement:

• CAP Services Sales & Marketing Teams
• GM, Sales, Services, Marketing, Finance leaders & teams within region
• Work with Local and WW Services team to ensure accurate forecasting; own region forecast with sales
• Work with the Pricing team to ensure profitable & competitive pricing; feedback loops

Key Performance Indicators / Metrics:

• Achievement of Revenue and PTI targets.
• Accuracy of SAP, Services Price List (SPL), Software License Pricing
• Accuracy of internal and external information material.
• Timely responses to enquiries.
• Any other metrics that may be identified by the Director – CAP Services Sales and Marketing

Career Development Opportunities:Services Sales Manager / Software Business Development ManagerCandidate Pre-RequisitesPrevious Experience:

• Sales and operations experience
• Consultative selling approach
• Thorough understanding of On-Prem and Hosted Software concept
• Knowledge of SaaS models
• Experience in solution & managed services selling
• Effective communication and time management
• Problem solving skill base
• Collaborating and working with Regional and WW teams
• Working directly with channel/customers
• Recognize the needs of the consumer and provide detailed information to the consumer about the technical specifications of the software toolsets in general

Qualifications:

• A diploma or degree, preferably in business management, marketing or finance would be highly regarded
• Style of Person who would fit into Team:
• Energetic/passionate – committed to performing and working in a start-up type environment (meaning - everything is not defined and laid out in a nice clean statement)