Executive Director, ISG ESMB Commercial Group Go-To-Market (GTM)
Lenovo, Morrisville, NC, United States
Location: Morrisville, North Carolina, United States of America
Working Time: Full-time
Reports to:
VP & GM, ISG ESMB Commercial Group
Organization:
ISG ESMB Commercial Group
Role Summary The Executive Director, ISG ESMB Commercial Group Go-To-Market (GTM) Leader leads the end-to-end go-to-market engine for the ISG ESMB Commercial business, translating strategy into scalable field execution. This role owns commercial planning, GTM programs, product enablement, route-to-market (RTM) support, and pricing and promotions, ensuring strong alignment across ISO, Sales, Channel, Marketing, Global Supply Chain (GSC), and Worldwide teams. The Executive Director is accountable for delivering revenue, margin, and demand outcomes while building a strong, engaged team and navigating a complex matrixed organization.
Core Responsibilities Business Planning & Commercial Strategy
Set quarterly GTM and campaign strategies aligned to ESMB Commercial priorities, targets, and routes to market.
Drive Commercial Quarterly Plan (CQP) planning, sales play development, and demand programs that translate strategy into measurable field impact.
Supports campaign governance, communications, BMS, and alliance/co-selling investment alignment in coordination with the Business Management organization.
Own ESMB strategy for segments/RTM (Globals, Key Accounts, Small Medium Business (SMB), & Channel), aligned with key organizational stakeholder teams.
RTM Programs & P&L Ownership
Lead Top Choice strategy, planning / target setting, execution, and utilization across ESMB Commercial.
Own Top Choice P&L including units, revenue, and margin, in partnership with ISO and Channel Sales.
Partner with Worldwide teams and GSC to ensure offering effectiveness, material readiness, and SLA performance.
Product & Portfolio Leadership
Lead ESMB product and solution subject matter expertise within the geographies.
Facilitate through Geo Teams product enablement, sales asset development, and training aligned to portfolio priorities.
Drive focus product strategy, demand forecasting, inventory health, and lifecycle transitions.
Route-to-Market, Pricing & Promotions
Partner with RTM teams and focus partners to optimize portfolio mix, pricing, and promotional investments.
Own external, transactional pricing strategy, bid effectiveness, and competitive positioning. Recommender for big deal pricing to ensure balanced profit to market price positioning.
Ensure Geo teams are aligned with promotional plans, timelines, and messaging in partnership with Marketing.
Leadership & Operating Model Expectations
Build, lead, and develop a high-performing GTM organization with clear accountability and strong people leadership.
Navigate the ISO matrix effectively, building strong cross-functional relationships and influencing without authority. Ensure clarity of team's R&R vs. Other stakeholder organizations.
Bring strong go-to-market experience, sales acumen, and commercial judgment to shape offers and execution models.
Establish structure, operating cadence, and data-driven rigor to enable scalable and repeatable execution.
Basic Qualifications
15+ years of senior leadership experience in go-to-market, commercial strategy, sales enablement, or product-led commercial roles.
Proven end-to-end P&L ownership with accountability for revenue growth, margin, pricing, and investment decisions.
Demonstrated success translating strategy into scalable GTM execution across multiple routes to market (Enterprise, SMB, Channel).
Strong experience leading large, cross-functional teams and influencing within complex, global matrixed organizations.
Preferred Qualifications
Experience in a global technology or infrastructure business serving enterprise, SMB, and partner ecosystems.
Prior leadership exposure to 4P / category management operating models (Product, Price, Promotion, Place).
Track record of leading GTM transformations, including sales plays, campaigns, pricing strategy, and field enablement at scale.
MBA or advanced degree, with strong executive presence and data-driven commercial judgment.
Equal Opportunity Statement
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.
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Working Time: Full-time
Reports to:
VP & GM, ISG ESMB Commercial Group
Organization:
ISG ESMB Commercial Group
Role Summary The Executive Director, ISG ESMB Commercial Group Go-To-Market (GTM) Leader leads the end-to-end go-to-market engine for the ISG ESMB Commercial business, translating strategy into scalable field execution. This role owns commercial planning, GTM programs, product enablement, route-to-market (RTM) support, and pricing and promotions, ensuring strong alignment across ISO, Sales, Channel, Marketing, Global Supply Chain (GSC), and Worldwide teams. The Executive Director is accountable for delivering revenue, margin, and demand outcomes while building a strong, engaged team and navigating a complex matrixed organization.
Core Responsibilities Business Planning & Commercial Strategy
Set quarterly GTM and campaign strategies aligned to ESMB Commercial priorities, targets, and routes to market.
Drive Commercial Quarterly Plan (CQP) planning, sales play development, and demand programs that translate strategy into measurable field impact.
Supports campaign governance, communications, BMS, and alliance/co-selling investment alignment in coordination with the Business Management organization.
Own ESMB strategy for segments/RTM (Globals, Key Accounts, Small Medium Business (SMB), & Channel), aligned with key organizational stakeholder teams.
RTM Programs & P&L Ownership
Lead Top Choice strategy, planning / target setting, execution, and utilization across ESMB Commercial.
Own Top Choice P&L including units, revenue, and margin, in partnership with ISO and Channel Sales.
Partner with Worldwide teams and GSC to ensure offering effectiveness, material readiness, and SLA performance.
Product & Portfolio Leadership
Lead ESMB product and solution subject matter expertise within the geographies.
Facilitate through Geo Teams product enablement, sales asset development, and training aligned to portfolio priorities.
Drive focus product strategy, demand forecasting, inventory health, and lifecycle transitions.
Route-to-Market, Pricing & Promotions
Partner with RTM teams and focus partners to optimize portfolio mix, pricing, and promotional investments.
Own external, transactional pricing strategy, bid effectiveness, and competitive positioning. Recommender for big deal pricing to ensure balanced profit to market price positioning.
Ensure Geo teams are aligned with promotional plans, timelines, and messaging in partnership with Marketing.
Leadership & Operating Model Expectations
Build, lead, and develop a high-performing GTM organization with clear accountability and strong people leadership.
Navigate the ISO matrix effectively, building strong cross-functional relationships and influencing without authority. Ensure clarity of team's R&R vs. Other stakeholder organizations.
Bring strong go-to-market experience, sales acumen, and commercial judgment to shape offers and execution models.
Establish structure, operating cadence, and data-driven rigor to enable scalable and repeatable execution.
Basic Qualifications
15+ years of senior leadership experience in go-to-market, commercial strategy, sales enablement, or product-led commercial roles.
Proven end-to-end P&L ownership with accountability for revenue growth, margin, pricing, and investment decisions.
Demonstrated success translating strategy into scalable GTM execution across multiple routes to market (Enterprise, SMB, Channel).
Strong experience leading large, cross-functional teams and influencing within complex, global matrixed organizations.
Preferred Qualifications
Experience in a global technology or infrastructure business serving enterprise, SMB, and partner ecosystems.
Prior leadership exposure to 4P / category management operating models (Product, Price, Promotion, Place).
Track record of leading GTM transformations, including sales plays, campaigns, pricing strategy, and field enablement at scale.
MBA or advanced degree, with strong executive presence and data-driven commercial judgment.
Equal Opportunity Statement
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.
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