Workstation Channel Account Manager (East Coast)

Workstation Channel Account Manager

Lenovo is seeking a highly motivated and strategic Workstation Channel Account Manager to drive growth of the Lenovo Workstation business within a designated set of strategic Solution Provider and National Partner accounts. This person must be located on the East Coast.

This role serves as a specialized overlay resource, working in close partnership with Lenovo Channel Account Managers (CAMs), LPS Inside Sales teams, Distribution partners, and Workstation sales specialists to accelerate market share growth and expand Lenovo's workstation presence across partner organizations.

The Workstation Channel Account Manager will focus on building partner capability, driving demand generation, enabling sales and technical teams, developing workstation-focused growth plans, and creating scalable programs that increase Lenovo workstation attach rates, pipeline, and revenue.

This role is ideal for an enthusiastic channel professional with experience in endpoint computing, workstations, AI-ready solutions, creator and engineering workflows, and partner ecosystem development.

In This Role, You Will

Partner Growth & Business Development

• Develop and execute workstation-specific business plans within assigned strategic Solution Provider accounts.
• Identify whitespace opportunities and drive Lenovo workstation market share growth across key buying centers and customer segments.
• Align workstation growth strategies with partner priorities and Lenovo channel objectives.
• Collaborate with CAMs to incorporate workstation initiatives into broader account plans.
• Support pipeline creation, opportunity acceleration, and forecast visibility for workstation opportunities

Partner Enablement & Training

• Deliver workstation-focused sales and technical enablement programs for partner sellers, architects, engineers, and leadership teams.
• Conduct in-person and virtual trainings, workshops, lunch-and-learns, and certification initiatives.
• Build workstation champions within partner organizations to create long-term advocacy and mindshare.
• Educate partners on Lenovo workstation portfolio, AI workstation solutions, ISV certifications, and competitive differentiation.

Demand Generation & Marketing

• Plan and execute partner events, executive briefings, roadshows, and customer-facing activities that increase workstation awareness and demand.
• Collaborate with channel marketing teams on campaigns, MDF activities, and partner growth initiatives.
• Measure program effectiveness and identify opportunities to improve engagement and ROI
• Support creation of customer success stories and workstation-focused marketing content

Solution & Services Alignment

• Partner closely with CAMs and LPS to identify services-led workstation opportunities
• Promote deployment, lifecycle, configuration, managed services, and AI readiness offerings that enhance workstation solutions.
• Help partners position comprehensive workstation solutions that combine hardware, software, and services.
• Identify opportunities for cross-portfolio selling that increase overall Lenovo share of wallet.

Relationship Management

• Build trusted relationships with workstation sellers, technical resources, category managers, and executives within assigned partner accounts.
• Serve as the workstation subject matter expert for Lenovo and partner teams
• Collaborate cross-functionally with CAMs, Workstation Sales Specialists, Product Management, Marketing, LPS, and Operations teams.
• Communicate market trends, competitive intelligence, and partner feedback to internal stakeholders.

Industry Expertise

• Stay current on trends impacting engineering, architecture, manufacturing, media & entertainment, AI development, data science, and content creation workflows.
• Understand competitive workstation solutions and Lenovo's differentiation in performance, reliability, manageability, and AI readiness.
• Articulate workstation ROI, workflow optimization, and total cost of ownership benefits to partner and customer audiences

Basic Qualifications

• Bachelor's degree or equivalent professional experience
• 5+ years of experience in technology sales, channel sales, account management, or business development
• Experience working with VARs, Solution Providers, Distributors, or National Channel Partners
• Knowledge of PC, workstation, endpoint, or infrastructure technologies
• Demonstrated success building partner relationships and driving revenue growth through indirect sales channels
• Experience delivering training, presentations, or partner enablement programs

Preferred Qualifications

• Experience selling or supporting workstation, engineering, AI, creator, or performance computing solutions
• Understanding of professional workflows, including CAD, BIM, DCC, AI development, rendering, visualization, simulation, or data science applications
• Familiarity with ISV ecosystems and workstation certifications
• Experience working with Lenovo Professional Services, managed services, deployment services, or lifecycle solutions
• Strong executive communication and presentation skills
• Experience leading partner-facing marketing events, workshops, and demand generation programs
• Proven ability to influence without direct authority across internal and external organizations
• Strong business planning, forecasting, and pipeline management skills
• Ability to travel throughout the U.S. as business needs require (approximately 30-40% travel)

What Success Looks Like

• Increased Lenovo workstation market share within assigned strategic partners
• Growth in workstation revenue, pipeline, and attach opportunities
• Increased partner seller and technical certification/enablement completion
• Expansion of partner-led workstation demand generation activities
• Strong cross-functional alignment with CAMs, Workstation Sales Specialists, Marketing, and Services organizations

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.