Solutions Channel Account Executive (Florida)

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 the Southeast, with a heavy emphasis on partners in Florida (preferred location for this role). 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 Southeast 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

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 Southeast U.S. as business needs require (40% 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