The Partner Account Manager is responsible for developing and executing strategic growth plans across Lenovo's key channel partners in Australia. This role focuses on building long-term partner capability, driving sustainable revenue growth, increasing Lenovo market share, and strengthening Lenovo's position within assigned partners.
Working closely with partner executives, sales, technical, services, and marketing teams, the Partner Account Manager develops and delivers joint business plans that support growth across Lenovo's complete portfolio of devices, infrastructure, solutions, and services. While a significant focus of the role is accelerating Infrastructure Solutions Group (ISG), AI, solutions, and services opportunities, the successful candidate will also maintain and expand the partner's Intelligent Devices Group (IDG) business, ensuring a balanced One Lenovo approach that maximizes growth across all Lenovo business units.
The role combines strategic partner development, business planning, partner enablement, pipeline growth, and executive relationship management to deliver long-term mutual success for Lenovo and its partners.
Key Responsibilities
Strategic Partner Development & Planning
- Develop and execute strategic partner business plans that drive sustainable growth across Lenovo's devices, infrastructure, solutions, and services portfolio.
- Build trusted relationships with partner executives, sales leaders, technical leaders, and key decision-makers.
- Conduct regular business reviews to evaluate performance, identify growth opportunities, and align strategic priorities.
- Influence partner investment decisions, go-to-market strategies, and capability development aligned with Lenovo's business objectives.
- Identify whitespace opportunities and create initiatives that expand Lenovo's presence within targeted markets, customers, and solution areas.
- Develop long-term partner growth strategies that strengthen Lenovo's market position and partner profitability.
Revenue Growth & Opportunity Management
- Drive revenue growth and market share across Lenovo's portfolio, with a particular focus on Infrastructure Solutions Group (ISG), AI, solutions, and services.
- Maintain and grow partner engagement across Lenovo's Intelligent Devices Group (IDG) business.
- Build, manage, and maintain a high-quality partner-led pipeline through proactive account planning and market development activities.
- Support partners in identifying, qualifying, positioning, and progressing opportunities through to successful closure.
- Collaborate with Lenovo sales, technical, services, product, and specialist teams to improve win rates and customer outcomes.
Partner Capability Development
- Develop partner capability through enablement, certification, sales development, and business planning initiatives.
- Strengthen partner competencies across infrastructure, AI, services, solution selling, and Lenovo's broader portfolio.
- Foster strong engagement across partner sales, technical, services, and marketing communities.
- Support partners in developing repeatable solutions, offerings, and go-to-market capabilities that create long-term customer value.
Business Management & Execution
- Execute Lenovo channel programs, incentives, promotions, MDF initiatives, and partner marketing activities.
- Monitor partner performance and implement actions that drive growth, profitability, and market share.
- Maintain accurate CRM records, including business plans, pipeline, forecasting, opportunity progression, and revenue tracking.
- Ensure compliance with Lenovo policies, partner programs, and standards of business conduct.
One Lenovo Leadership
- Act as the primary Lenovo relationship owner for assigned partners.
- Promote a One Lenovo approach across all partner interactions and business planning activities.
- Identify opportunities to expand Lenovo's footprint across devices, infrastructure, solutions, and services.
- Align internal Lenovo stakeholders to deliver a consistent and strategic partner experience.
Skills & Experience
Must-have
- Proven experience in channel sales, partner account management, business development, or strategic account management within the technology industry.
- Demonstrated success developing strategic business plans and delivering measurable revenue growth through partners.
- Strong understanding of channel ecosystems and partner-led go-to-market models.
- Experience building and managing executive-level partner relationships.
- Strong commercial acumen with the ability to analyse business performance, identify growth opportunities, and develop actionable plans.
- Proven capability in pipeline development, opportunity management, forecasting, and business planning.
- Strong understanding of infrastructure, data centre, hybrid cloud, AI, solutions, and services markets.
- Excellent presentation, negotiation, communication, and stakeholder management skills.
- Ability to collaborate effectively across sales, technical, services, marketing, and operational teams.
- Strong understanding of the Australian channel and partner landscape.
Good-to-have
- Experience with channel partner programs, partner incentives, and go-to-market execution.
- Familiarity with D365 CRM or similar sales management platforms.
- Broad knowledge of Lenovo's end-to-end portfolio and channel ecosystem, including Intelligent Devices Group (IDG), Infrastructure Solutions Group (ISG), solutions, and services.
Equal Opportunity Statement
Lenovo is an Equal Opportunity Employer. We are committed to creating an inclusive workplace where all employees are valued, respected, and empowered to succeed. We welcome applications from qualified candidates of all backgrounds and experiences.
