OEM Edge AI / IoT Business Development Manager - West (Remote)

Lenovo is seeking a high-impact OEM Edge AI / IoT Business Development Manager to grow our North American Edge AI and IoT business. This is a hunter role at the intersection of direct business development, ISV partnership development, and channel-led sales. It focuses on acquiring new logos, winning OEM design wins, and driving programs that deliver acquisition sales revenue.

In this role you will go beyond traditional sales. You will co-develop solutions from Lenovo's existing Edge AI / IoT roadmap, shape the future product roadmap through use case and business case justification, and serve as a key commercial voice for Lenovo's edge portfolio across verticals. You will also build joint solutions with ISVs that turn Lenovo hardware into validated, deployable edge AI offerings. Because edge deployments sit where operational technology meets information technology, you will engage both OT stakeholders (plant, operations, engineering, and facilities leaders) and IT stakeholders (CIO, infrastructure, security, and network teams) to align requirements, secure buy-in, and close deals. From initial prospecting to executive-level close, you will drive revenue and long-term profit growth, helping customers become more productive, innovative, and transformative.

This is a BU- and client-facing role requiring edge computing, IoT, or embedded OEM industry experience, executive-level presence, and a proven ability to identify, cultivate, and close large, complex deals across both OT and IT buying centers.

What You'll Do

• Own the growth strategy: Develop and execute a strategic plan aligned to Lenovo's hypergrowth objectives, targeting net new prospects, channel-led Edge AI / IoT opportunities, and design wins across North America.

• Hunt and develop new business: Lead prospecting, scoping, and development of net new accounts and OEM programs as the core function of this role, driving consistent revenue growth year over year.

• Engage across OT and IT: Navigate and align both OT and IT organizations within customer accounts. Translate business outcomes for OT leaders (uptime, safety, throughput, quality, and asset performance) and for IT leaders (security, manageability, network integration, lifecycle, and compliance). Facilitate joint OT/IT decision-making to accelerate deal cycles and deployment success.

• Build and scale ISV partnerships: Identify, recruit, and co-sell with ISVs in edge AI, computer vision, analytics, IoT platforms, industrial automation, device management, and vertical applications. Drive joint solution validation, reference architectures, and go-to-market plans that bring ISV software and Lenovo edge hardware to market together.

• Drive channel collaboration: Partner with NSPs, Tier 2 partners, system integrators, OT-focused integrators and automation partners, distributors, and IoT/mobility partners to scale the region. Collaborate with cross-functional teams to deliver on customer commitments.

• Shape the product roadmap: Use customer use cases and business case justifications, including requirements from both OT and IT environments, to influence Lenovo's future Edge AI / IoT roadmap (POR), giving the BU the insight needed to prioritize new products, platforms, and solutions.

• Build trusted advisor relationships: Apply embedded design sales experience to position yourself as a strategic partner at the executive level, engaging business line leaders, OT and IT decision makers, and key stakeholders.

• Forecast with precision: Maintain accurate, timely forecasting of growth, run rate, and pipeline across North America.

• Promote Lenovo's full Edge AI / IoT portfolio: Champion Lenovo's edge devices, gateways, and accelerators, along with accessories and adjacent third-party solutions. These span connectivity, software, AI/ML frameworks, security, device management tools, and custom services, and you will promote them through outbound communications, RFPs, QBRs, and industry events.

• Represent Lenovo externally: Present at Lenovo Solution Days, lead executive business reviews, and position Lenovo OEM as a strategic edge AI and IoT solution provider at relevant tradeshows (both industrial/OT and enterprise/IT) and on-stage engagements, including joint ISV events.

• Analyze and solve: Apply data-driven decision making to identify the best solutions for customer challenges, lead negotiations, and drive deals to close.

Basic Qualifications:

• 8+ years of sales, business development, or sales/marketing experience with specific emphasis on edge computing, IoT, or embedded hardware (software and services experience also valued)

• Demonstrated track record of acquiring net new accounts and closing large, complex OEM deals

• Experience selling into or across both OT and IT organizations, with an understanding of how each influences technology purchasing decisions

• Experience developing and managing ISV or technology partnerships, including co-selling and joint solution development

• Experience with Tier 1 and Tier 2 channel partners, growth strategies, and building channel relationships

• Experience engaging at the executive level across business lines and key decision-making stakeholders

• Strong business analytical, project management, negotiation, and communication skills

• Proven ability to lead growth through individual contribution and personal accountability

• Deep business acumen developed from serving multiple verticals with edge AI and IoT solutions

• Familiarity with retail, smart city, manufacturing/industrial, healthcare/life sciences, surveillance and security, transportation/logistics, communications, and energy markets across North America

• Strong understanding of the technical requirements of embedded and dedicated-device solutions, including edge inference, sensor and camera integration, connectivity (Wi-Fi, 5G/LTE, Ethernet), and remote device management

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

• Working knowledge of IT requirements, such as cybersecurity, network architecture, identity and access management, fleet management, and enterprise lifecycle support

• Familiarity with IT/OT convergence trends and how edge AI bridges plant-floor and enterprise systems

• Familiarity with edge AI ecosystems, such as AI accelerators/SoC platforms, computer vision and ML frameworks, containerized and orchestrated edge deployments, and major cloud/IoT platforms

• Experience selling customized commercial off-the-shelf (COTS) solutions into OEMs, end user consumption accounts, systems integrators, ISVs, and channel partners

• Passion for operational excellence and a continuous drive to raise the bar

• Self-starter with a positive, independent work ethic who thrives in high-growth environments

• Collaborative team player who elevates peers and partners to a higher level of performance

• Experience with AI and AI tools is a plus