Solutions Channel Account Executive (Bay Area & PNW)

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