Sr Business Development Manager - Cloud Services Provider (CSP)

1. General Role Overview

Title: Business Development Manager - Cloud Services Provider (CSP)

Segment: Infrastructure Solutions Group (ISG)

Core Mission: Act as a high-stakes "Hunter" for new customer acquisition, bridging the gap between high-level executive engagement and ground-level operational execution. You will be responsible for accelerating win-rates for AI infrastructure pods by leveraging Lenovo's unique ODM+ model, and Balance of Trade strategies.

2. Role-Specific Tracks

NeoCloud & AI-Native Acquisition (Reporting to Casey Moran)

• Focus Accounts: AI Neocloud strategic customer set like Crusoe, Nscale, IREN, Lambda, Vultr, GMI Cloud.
• Band: 9
• Location: USA
• Mission: Capture the "AI Factory" market. These accounts prioritize speed-to-market and GPU density. You will act as a "Rapid Response Commander" for companies building specialized AI clouds.

3. Key Responsibilities (Common to Both)

A. Strategic Sales & Hunting

• Executive Engagement: Build and own relationships with C-Suite, VPs of Infrastructure, and Global Procurement heads.
• Win-Rate Acceleration: Partner with Field Sales to uncover "hidden" business needs within RFIs/RFQs, moving Lenovo from a "vendor" to a "strategic design partner."
• AI at Scale: Lead consultations on deploying 1,000+ GPU clusters, focusing on InfiniBand/RDMA fabrics and high-density thermal management (100kW+ per rack).

B. Balance of Trade (BoT) Strategy

• Reciprocity Management: Orchestrate complex commercial models where Lenovo's hardware sales are balanced against Lenovo's consumption of the partner's cloud/compute services.
• Value Exchange: Identify opportunities for "Compute-for-Hardware" credits or co-investment in energy-infrastructure projects (particularly for Crusoe/IREN).

C. Operational Excellence & Project Management (PM)

• Cross-Functional Liaison: Act as the "glue" between the customer's engineering team and Lenovo's internal Supply Chain, Finance, and Legal departments.
• Lifecycle Oversight: Own the deployment roadmap. For Hyperscalers, this means Waterfall precision (global multi-site rollouts); for NeoClouds, it means Agile velocity (just-in-time GPU activation).
• Risk Mitigation: Proactively manage component lead times and logistics bottlenecks to ensure "Hardware-on-Floor" (HOF) dates are met.

4. Strategic Mandate (Neocloud BDM):

The candidate will move beyond traditional transactional sales to act as a Strategic Business Architect. You are responsible for aligning Lenovo's global manufacturing scale and financial services (LFS) with the high-velocity capital needs of NeoClouds. You will prioritize Time to First Token (TTFT) as a core value proposition, ensuring that our infrastructure is an "End-to-End Service" that transforms raw power and silicon into a functional AI Factory in record time.

5. Long-Term Growth & Hyperscalers Strategy (Tier 1 and Neocloud)

Beyond immediate deals, we are tasked with developing the long-term roadmap to hit our scale targets. This includes:

• Hyperscaler Integration: Refining our long-term plan to win within major cloud ecosystems.
• Strategic Expansion: Exploring and recommending strategic investment opportunities within the emerging private "Neocloud" sector, like Nscale.
• Key Partner Alignment: Maintaining and leveraging exclusive, close relationships with critical technology partners, including NVIDIA and AMD, to access cutting-edge architectures and co-develop solutions.
• Flexible Financial Services: Deploying custom financial and leasing models necessary to enable massive $100M+ cluster deals
• Gigafactory Model: strategic framework designed to help enterprises build their own "AI factories"

Basic Requirements:

8+ years in Datacenter Hardware (Servers/Storage/Networking) Sales or BD.

Financial Acumen

Mastery of Balance of Trade mechanics, Capex/Opex models, and GPU-collateralized leasing.

Preferred Requirements:

Operational DNA

Ability to manage complex, multi-million dollar deployment schedules. PMP or Agile certification is a plus.

Technical Depth

Proven experience in deploying AI at scale. Must understand GPU architectures (NVIDIA Blackwell, AMD Instinct) and liquid cooling.

Communication

Ability to translate "Deep Tech" infrastructure needs into "C-Level" business outcomes.

The base salary range budgeted for this position is $245,000 - $260,000. Individuals may also be considered for bonus and/or commission. Lenovo's various benefits can be found at www.lenovobenefits.com.

#LI-Remote