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 focused on new prospects, channel-driven Edge AI/IoT opportunities, and design wins throughout North America.

• Identify, scope, and cultivate new accounts and OEM initiatives.

• Collaborate with OT and IT organizations to interpret their business and technical needs, facilitating collaborative decision-making.

• Locate, onboard, and co-sell with ISVs in edge AI, computer vision, analytics, IoT platforms, industrial automation, device management, and sector-specific applications.

• Lead joint solution validation, reference architecture development, and go-to-market strategies with ISV partners.

• Work in conjunction with NSPs, Tier 2 partners, system integrators, OT-centered integrators, automation partners, distributors, and IoT/mobility partners.

• Leverage customer use cases and business case justifications to shape Lenovo’s Edge AI/IoT product roadmap.

• Establish trusted-advisor relationships with executives and advocate for embedded solutions.

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

• Market Lenovo’s edge devices, gateways, accelerators, accessories, software, AI/ML frameworks, security solutions, device management tools, and custom services through outbound communications, RFPs, QBRs, and industry events.

• Speak at Lenovo Solution Days, lead executive business reviews, and represent Lenovo OEM at trade shows and collaborative ISV events.

• Utilize data-driven decision-making, lead negotiations, and drive deals to closure.

⛳️ Requirements

• Over 8 years of sales, business development, or sales/marketing experience focusing on edge computing, IoT, or embedded hardware.

• Proven history of acquiring new accounts and finalizing large, intricate OEM agreements.

• Experience in selling to or within both OT and IT organizations.

• Background in developing and managing ISV or technology partnerships, including co-selling and collaborative solution development.

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

• Strong analytical, project management, negotiation, and communication capabilities.

• Experience in engaging with executives at a high level.

• Extensive business acumen across various sectors with a focus on edge AI and IoT solutions.

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

• Practical knowledge of OT environments, industrial protocols, ruggedized and fanless designs, SCADA/PLC integration, and operational safety and uptime standards.

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

• Understanding of IT/OT convergence and edge AI ecosystems.

• Experience in selling customized COTS solutions to OEMs, end users, systems integrators, ISVs, and channel partners.

• Knowledge of AI and AI tools is advantageous.

• Self-motivated with a strong independent work ethic.

• A collaborative team player.

🏝️ Benefits

• Bonuses and/or commissions may be available.

• Lenovo benefits are accessible through www.lenovobenefits.com.

• Equal opportunity employer.

• Reasonable accommodations available for completing the application.