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Partner Sales Specialistat CDW Careers (UK)

Job ID: 
Partner Management
Post Date: 
07 Sep 2023
London, United Kingdom
Eligible For Remote Work: 
Yes - Hybrid
Contract Type: 
Permanent (Full-time)
Security Clearance Required: 


We are currently seeking an experienced, capable and driven sales specialist to join our PPM team with a focus on the Lenovo 360 portfolio. This Individual will own, cultivate and drive go-to-market strategy & engagement around the Lenovo SMB and MM portfolio.

You will be responsible for maximising revenue growth by driving close partnerships both internally & externally and aligning Lenovo’s growth objectives with CDW’s. This will be supported with joint initiatives as per the agreed business plan.

Key responsibilities include:

  • Track and manage Lenovo & CDW pipeline
  • Drive Lenovo & Microsoft device refresh goals
  • Monitor Share of wallet, with specific attention to Lenovo/Mac
  • Responsible for driving 25% growth of Lenovo SMB and MM revenue.
  • Increase LBP usage to 60%+
  • Drive LBP conversion rate to 30% by proactively managing Mid Market and SMB pipeline through the Lenovo bid portal. Proactively engage with sales people to close opportunities.
  • Increase attach rates across portfolio (Options and peripherals: 7%, Services 7.5%, Visuals 6%). Ensure no ‘naked’ bids in LBP
  • Weekly communications of promotions and monthly call out days on key LOB focus areas
  • Manage starseller funding
  • Manage and nurture the existing relationships and establish new relationships within Lenovo MM account team & CDW
  • Act as a Lenovo ‘expert’ sales overlay for SMB opportunities
  • Identify whitespace areas in existing SMB/MM accounts and create and execute focused account campaigns
  • Training for new employees and graduate teams on SMB proposition
  • Be able to explain the windows value proposition and how a Windows only security story differs from a mixed estate
  • Complete core MS Certifications – Expertzone and M365 Fundamentals
  • Work with Partner Account Managers to deliver a Microsoft & Lenovo business plan that drives external mindshare (eg As One Customer Presentation + events) & internal mindshare (eg Windows accreditations for sellers)
  • Increase the technical competency of this role to L100/200 competence that can help CDW customers on their W10>W11 journey
  • Add a major project to the JD ‘Drive W10 EOS plan and migration to W11’ and have formal structure on this
  • Agreed KPI around Premium device share gain as well as increasing CDW SOW internally
  • Execution of the business plan against defined milestones & metrics. Review and report each quarter. KPI’s to be reviewed quarterly
  • Understand and promote all relevant programs and promotions to maximise sales opportunities
  • Own and drive the leads that are generated by joint CDW & Lenovo marketing campaigns and ensure they are executed to won/closed business by sales.

The successful candidate will have a demonstrable track record of a successful sales career, consistent track record of high performance and be capable to lead executive engagements.

You will have strong interpersonal and management skills and a proven track record in building relationships. You will have the ability to deliver sales results through management, along with:

  • Sales, account management experience gained within the IT industry
  • Experience in winning net new accounts as well as upselling to the installed base
  • Knowledge of workspace product portfolio and market
  • Knowledge of Lenovo PC business
  • Ability to drive sales through leadership
  • Communication & customer management skills
  • Excellent ability to communicate and build relationships
  • Able to understand and articulate requirements
  • Strong planning, organization and reporting skills
  • Excellent problem-solving skills and attention to detail
  • Good general business acumen.
  • A high-level business understanding of technology, workspace partners

 Other Skills:


  • Computer skills: Must be adept in use of MS Office or later, particularly Excel, Word and Powerpoint
  • Keen to learn new technologies. Understanding of IT products favourable.
  • High Literacy and Numeracy skills.
  • Understanding of data centre technology
  • Understanding of Lenovo technologies, process & sales GTM
  • Passion for Technology around innovation, capable to lead technology discussion without having to be the deep expert
  • Motivated and driven with a view to develop career
  • Competitive, results-oriented, assertive and determined
  • Mature, credible, and comfortable in dealing at senior management level
  • Reliable, tolerant, and dependable under pressure. Able to work to deadlines.
  • Ability to self-motivate and work alone, but also a team-player
  • Strong negotiation and influencing skills



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