ISG Acquisition Sales

The Acquisition Infrastructure Solutions Sales Executive is a senior individual contributor responsible for driving net-new infrastructure business and customer acquisition across Lenovo's Corporate segment in North America.

This role is focused on identifying, developing, and closing new infrastructure opportunities within targeted acquisition accounts where Lenovo has limited or no existing Infrastructure Solutions presence. The successful candidate will be a highly entrepreneurial, results-driven hunter with a demonstrated ability to create demand, establish new customer relationships, penetrate competitive accounts, and develop opportunities from initial engagement through closure.

The Acquisition Infrastructure Solutions Sales Executive will work closely with Lenovo's Client Managers and acquisition sales teams to develop account strategies, identify whitespace and new buying centers, and establish Lenovo as a strategic infrastructure partner.

The ideal candidate will have strong enterprise infrastructure knowledge and experience selling complex solutions across compute, storage, networking, hybrid cloud, data management, software, and professional services. They will leverage Lenovo's broader capabilities across services, financing, consumption-based solutions, and technology partners to develop differentiated customer solutions.

Success in this role requires strong prospecting and business-development capabilities, executive presence, technical and commercial acumen, and the ability to orchestrate resources across Lenovo's matrixed organization and partner ecosystem.

This is a remote position. 70% travel required.

Position Responsibilities

• Develop and close net-new infrastructure business across targeted Corporate acquisition accounts in North America.
• Build and maintain a robust pipeline of new opportunities through proactive prospecting, customer engagement, partner relationships, market intelligence, and targeted account development.
• Partner closely with Client Managers and acquisition sales teams to develop and execute account strategies designed to establish and expand Lenovo's Infrastructure Solutions presence.
• Identify accounts where Lenovo has limited or no infrastructure presence and develop strategies to penetrate incumbent relationships and competitively displace existing providers.
• Identify whitespace, new buying centers, infrastructure initiatives, and customer business challenges that can create incremental opportunities for Lenovo.
• Establish new relationships with CIOs, CTOs, infrastructure executives, architects, data center leaders, procurement executives, and other key decision makers and influencers.
• Drive growth across Lenovo's Infrastructure Solutions portfolio, including compute, storage, networking, virtualization, hybrid cloud, data management, infrastructure software, professional services, and lifecycle services.
• Develop a deep understanding of prospective customers' data center architecture, technology standards, infrastructure roadmap, competitive environment, modernization priorities, and investment plans.
• Create opportunities around customer initiatives including data center modernization, infrastructure refresh, storage and data transformation, virtualization, hybrid cloud, resiliency, data protection, infrastructure consolidation, automation, and consumption-based infrastructure.
• Lead customer conversations from initial discovery through the development of integrated, outcome-based infrastructure solutions.
• Own strategic opportunities throughout the sales cycle—from prospecting and qualification through solution development, business case creation, commercial strategy, negotiation, and closure.
• Collaborate with Client Managers while orchestrating Lenovo's solution architects, specialists, services, financing, product teams, supply chain, and technology partners to deliver differentiated customer solutions.
• Develop compelling business and financial value propositions demonstrating Lenovo's differentiation, customer outcomes, TCO, operational efficiency, and long-term value.
• Leverage Lenovo's channel and partner ecosystem—including channel partners, systems integrators, technology partners, cloud providers, and service providers—to identify new prospects, create opportunities, and accelerate customer acquisition.
• Develop competitive strategies based on customer environments, incumbent relationships, market intelligence, and Lenovo's differentiated capabilities.
• Maintain strong discipline around prospecting activity, pipeline creation, opportunity qualification, forecasting, and sales execution.
• Successfully transition newly established customer relationships into a sustainable account-development model in partnership with the broader Corporate sales organization.

Required Qualifications

• 15+ years of successful enterprise technology sales or business development experience, preferably within infrastructure, data center, or enterprise solutions.
• Demonstrated track record of acquiring new customers and creating net-new business within competitive enterprise markets.
• Proven ability to prospect, develop customer relationships, create pipeline, and close opportunities where no established business relationship previously existed.
• Experience developing and closing large, complex infrastructure solutions involving multiple technologies and stakeholders.
• Strong understanding of enterprise infrastructure and modern data center environments.
• Experience selling to large Corporate or enterprise customers and navigating complex buying organizations.
• Bachelor's degree or equivalent professional experience.

Preferred Qualifications

• Demonstrated hunter mentality with a track record of consistently generating new pipeline and exceeding new-business targets.
• Experience penetrating accounts dominated by incumbent competitors and successfully creating competitive displacement opportunities.
• Expertise selling solutions across compute, storage, networking, virtualization, hybrid cloud, data management, and services.
• Strong prospecting, networking, relationship-development, and opportunity-creation capabilities.
• Ability to identify customer business and technology challenges before a formal opportunity or RFP exists and convert those insights into actionable sales pursuits.
• Strong executive presence with the ability to establish credibility and relationships with CIOs, CTOs, infrastructure executives, architects, and procurement leaders.
• Strong business and financial acumen, including experience developing TCO, ROI, financing, and consumption-based infrastructure propositions.
• Experience leveraging channel partners and technology ecosystems as sources of new customer opportunities and market intelligence.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to lead complex virtual teams through influence across account sales, technical, services, product, finance, and partner organizations.
• Entrepreneurial mindset with a high degree of initiative, persistence, accountability, and comfort operating in whitespace environments.
• Ability to work independently, manage multiple acquisition pursuits, and consistently deliver measurable results.