OEM Edge AI, IoT Business Development Manager

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Create and implement a strategic growth plan aimed at acquiring new prospects, channel-driven Edge AI/IoT opportunities, and securing design wins throughout North America.

• Oversee the prospecting, scoping, and development of new accounts as well as OEM programs.

• Foster alignment between OT and IT organizations to facilitate collaborative decision-making.

• Identify, recruit, and engage in co-selling efforts with ISV partners.

• Propel joint solution validation, reference architecture development, and go-to-market strategies.

• Collaborate with NSPs, Tier 2 partners, system integrators, OT-focused integrators, automation partners, distributors, and IoT/mobility partners.

• Utilize customer use cases and business-case justifications to impact Lenovo’s Edge AI/IoT product roadmap.

• Establish trusted-advisor relationships with executives, business-line leaders, and OT/IT decision makers.

• Ensure precise forecasting of growth, run rate, and pipeline management across North America.

• Advocate for Lenovo’s edge devices, gateways, accelerators, accessories, and related third-party solutions through outbound communications, RFPs, QBRs, and industry events.

• Present at Lenovo Solution Days, lead executive business reviews, and represent Lenovo OEM at tradeshows and collaborative ISV events.

• Employ data-driven decision-making, lead negotiations, and facilitate deal closures.

⛳️ Requirements

• Minimum of 8 years in sales, business development, or sales/marketing, particularly focused on edge computing, IoT, or embedded hardware.

• Demonstrated success in acquiring new accounts and closing large, intricate OEM deals.

• Experience in selling into or across both OT and IT organizations.

• Proven experience in developing and managing ISV or technology partnerships, including co-selling and joint solution creation.

• Familiarity with Tier 1 and Tier 2 channel partners, growth strategies, and channel relationship management.

• Experience engaging with executives across various business lines and key decision makers.

• Strong skills in business analysis, project management, negotiation, and communication.

• Comprehensive understanding of multiple vertical markets utilizing edge AI and IoT solutions.

• Knowledge of retail, smart city, manufacturing/industrial, healthcare/life sciences, surveillance and security, transportation/logistics, communications, and energy sectors in North America.

• Understanding of technical requirements for embedded and dedicated devices, including edge inference, sensor and camera integration, Wi-Fi, 5G/LTE, Ethernet, and remote device management.

• Working knowledge of OT concepts such as industrial protocols, ruggedized and fanless designs, SCADA/PLC integration, operational safety, and uptime considerations.

• Familiarity with IT requirements including cybersecurity, network architecture, identity and access management, fleet management, and enterprise lifecycle support.

• Knowledge of IT/OT convergence and edge AI ecosystems, including AI accelerators/SoC platforms, computer vision and ML frameworks, containerized and orchestrated edge deployments, and major cloud/IoT platforms.

• Experience in selling customized COTS solutions to OEMs, end-user consumption accounts, systems integrators, ISVs, and channel partners.

• Experience with AI and AI tools is advantageous.

• Self-motivated individual with a positive, independent work ethic.

• Team-oriented collaborator.

🏝️ Benefits

• Bonuses and/or commissions may be offered.

• Lenovo benefits (details available at lenovobenefits.com).

• Equal Opportunity Employer.

• Support for reasonable accommodations during the application process.