Senior Tender Sales Specialist - Infrastructure Solutions (Public Sector & Large Enterprise RFPs)

We are Lenovo. We do what we say. We own what we do. We WOW our customers.
Lenovo is a US$83 billion revenue global technology powerhouse, ranked #153 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).
To find out more visit www.lenovo.com (https://news.lenovo.com/) and read about the latest news via our StoryHub (https://news.lenovo.com/).

Senior Tender Sales Specialist - Infrastructure Solutions (Public Sector & Large Enterprise RFPs)

Location: Brussels (Belgium) or Amsterdam (Netherlands)
Organization: Solutions Sales Team - Lenovo Infrastructure Solutions Group (ISG)
Reporting to: Technical Sales Leadership (CTO) with dotted line to ISG Leader and Leader Enterprise & Public sector
Territory: Belgium, Luxembourg, Netherlands (BeNeLux)

Position Overview

Lenovo BeNeLux is seeking a highly knowledgeable and commercially driven Senior Tender Sales Specialist to lead the qualification, strategy, development, and submission of complex Infrastructure Solutions tenders across Belgium, Luxembourg, and the Netherlands.

This role is a critical component of the One Lenovo go-to-market model , driving collaboration across Infrastructure Solutions Group (ISG), Services & Solutions Group (SSG), Client Management, Technical Sales, Solution Consulting, Partner Ecosystem, and Executive Leadership to deliver compelling customer-centric proposals in our replies to complex RFPs in the market.

The role aligns closely with Lenovo's One Lenovo strategy of simplifying customer engagement, strengthening cross-business-group collaboration, and accelerating solution-led selling.

The successful candidate will own the bid strategy and proposal management process for public sector and large enterprise opportunities, ensuring winning responses that position Lenovo as a trusted strategic partner rather than solely a hardware provider.

He/She can read “in between the lines” and this is not just an administrative bid management role. This is a senior position focused on shaping the winning solutions, influencing the tender stakeholders (question procedures, tech questions & POCs, and will be leading complex competitive pursuits.

Key Responsibilities

Tender Strategy & Opportunity Leadership

- Lead the end-to-end response strategy for complex Infrastructure and Hybrid IT RFPs.
- Assess opportunities and establish bid/no-bid recommendations.
- Define win themes, differentiators, technical and executive messaging, and competitive positioning in the answering of RFPs
- Develop customer-specific response strategies that address technical, commercial, operational, legal and business outcomes.
- Build and execute pursuit plans for high-value public sector and enterprise tenders.
- Drive executive review and governance throughout the proposal lifecycle.

Public Sector & Tender Law Expertise

- Act as Lenovo's internal subject matter expert on public procurement processes in Belgium, Luxembourg, and the Netherlands.
- Maintain deep understanding of European and local procurement legislation and tender procedures and laws.
- Ensure proposal compliance with all legal, regulatory, contractual, and procurement requirements and coordinate with internal stakeholders and subject matter experts where relevant (legal, competition law, product mgt, supply chain,...).
- Continuously monitor changes in tender legislation and advise leadership on implications.
- Candidates without experience in this field, must demonstrate strong willingness and capability to develop expert-level procurement law knowledge on short notice.

Infrastructure Solution Development

- Translate customer business challenges into compelling Infrastructure Solutions proposals and prepare RFP responses to use in the specific tenders
- Work closely with ISG Technical Sales and product specialists to architect winning solutions covering:
- Servers & Compute
- Storage
- Hybrid Cloud
- Data Protection
- Virtualization
- AI Infrastructure
- High Performance Computing
- Networking
- Infrastructure Services
- Managed Services
- Professional Services
- Workplace solutions
- AI solutions

The role should leverage Lenovo's consultative, solution-based approach, combining the right products, software, and services into compelling customer outcomes.

Proposal Leadership

- Lead multidisciplinary bid teams involving:
- Sales
- Technical Sales (solution engineers)
- Services
- Finance
- Legal
- Pricing
- Delivery
- Executive Sponsors

- Develop proposal plans and ensure submission readiness.
- Coordinate content development and quality reviews in sync with strategic and tactical tender plan to win the RFP/tender.
- Ensure clear, persuasive, and customer-focused proposal narratives/answers in the required language: ENG/NL/FR
- Manage proposal risks and mitigation plans (tender law knowledge is important).
- Perform final executive reviews in collaboration with client managers and Product Sales specialists .

Solution & Services Writing

- Act as lead author for strategic sections of RFP responses.
- Develop high-quality solution-oriented responses that articulate business value, technical differentiation, operational excellence, and measurable outcomes.
- Translate complex technical concepts into clear customer language.
- Create reusable proposal content libraries and best-practice frameworks using Lenovo tools (incl AI tooling)
- Continuously improve response quality and win probability.

One Lenovo Collaboration

Consistent with Lenovo's One Lenovo sales model, the role requires cross-business-group collaboration and solution selling excellence.

Key stakeholders include:

- ISG Solutions Sales (ISG Sales Specialists)
- Technical Sales (Tech Sellers)
- Client Managers
- SSG Services Sales and SSG Business Development
- Delivery Teams
- Legal and Contracting
- Partner Organizations where appropriate
- Executive Leadership

The successful candidate will act as the central orchestrator bringing together Lenovo's complete portfolio to deliver differentiated customer outcomes.

Required Experience

Essential

- 7+ years of experience in tender management, bid management, proposal management, or solution consulting.
- Proven experience responding to public sector or complex enterprise RFPs.
- Experience developing infrastructure, cloud, datacenter, managed services, or digital transformation proposals.
- Keen on using and maximizing the use of AI tools
- Strong proposal writing and business storytelling skills.
- Demonstrated ability to coordinate virtual teams across multiple countries and disciplines.
- Experience managing high-value pursuits with executive visibility.
- Excellent project management capabilities.

Highly Desirable

- Experience within:
- Infrastructure vendors
- System integrators
- Managed service providers
- Cloud providers
- Enterprise IT consulting organizations

- Deep understanding of:
- EU procurement frameworks
- Dutch procurement law and market dynamics
- Belgian public procurement processes and market dynamics
- Large framework agreements

- APMP certification or equivalent bid management certification.

Required Competencies

Competency

Level

Tender Strategy Development

Expert

Public Procurement Knowledge

Expert / Advanced

Proposal Writing

Expert

Solution Selling

Expert

Infrastructure Knowledge

Advanced

Project Management

Advanced

Competitive Positioning

Advanced

Executive Communication

Advanced

Stakeholder Management

Expert

Cross-Functional Leadership

Expert

Commercial Acumen

Advanced

Negotiation

Advanced

Preferred Infrastructure Knowledge

Candidates should possess strong understanding of:

- Enterprise Compute Platforms
- Storage Architectures
- Virtualization Technologies
- Hybrid Cloud Solutions
- AI Infrastructure Platforms
- Data Protection Solutions
- Networking Technologies
- Consumption-based IT Models
- Infrastructure Lifecycle Services
- Managed Services
- Workplace solutions

These competencies reflect Lenovo's strategic emphasis on infrastructure expertise, solution selling, and consultative customer engagement.

Success Measures

The Senior Tender Specialist will be measured on:

Business Outcomes

- Tender win rate
- Revenue influenced
- Gross profit contribution
- Strategic account penetration
- Public sector framework wins

Operational Excellence

- Proposal quality scores
- Submission compliance rate
- Bid cycle efficiency
- Executive stakeholder satisfaction
- Knowledge management contribution

Strategic Impact

- Increased Infrastructure Solutions market share
- Growth in Services attachment
- Improved competitive positioning
- Acceleration of One Lenovo solution opportunities

Why Lenovo

This role offers the opportunity to shape some of the largest and most strategic Infrastructure opportunities in the BeNeLux region, helping customers modernize their datacenter, hybrid cloud, AI, and infrastructure environments while leveraging Lenovo's complete end-to-end portfolio and One Lenovo go-to-market strategy.

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.

AI PROCESSING NOTICE
We use AI-based tools to support some of our processes (e.g. online interviews recordings and transcripts) in order to achieve better efficiency, accuracy and for our documentation purposes. AI can make mistakes, but we always make sure that the outputs are manually reviewed by a human. You can always opt-out or contact us in case of any question.