ESMB Go To Market Senior Manager

Description and Requirements

Focused on a bold vision to deliver smarter technology for all, we are developing world-changing technologies that create a more inclusive, trustworthy, and sustainable digital society. By designing, engineering, and building the world's most complete portfolio of smart devices, infrastructure, and services, we are also leading an Intelligent Transformation - to create better experiences and opportunities for millions of customers around the world. Join us in defining our world of tomorrow and creating smarter technology for all!

About the Team

The ESMB Business Management and GTM organization is the engine of Lenovo's Infrastructure Solution Group's growth strategy, delivering best-in-class business management and transformative go-to-market solutions. You will report to the Business Management and GTM Director. The ESMB GTM team accelerates success with innovative sales strategies, data-driven market approaches, and customer-focused execution, positioning ISG as a leader in data center solutions. Your role will lead the ESMB GTM team while collaborating across functions to define go-to-market plans, drive execution, and ensure alignment between Sales, Marketing, Category, and Product teams.

What You'll Do

Lenovo is seeking an experienced ESMB Go To Market Senior Manager to lead the GTM strategy and execution for ESMB, ensuring alignment between business priorities and sales execution. This role will collaborate across multiple functions to develop and execute go-to-market plans, drive customer engagement, and achieve sales and profitability goals. The ideal candidate will have a strong understanding of market dynamics, customer needs, and sales strategies to lead the GTM team effectively and deliver on growth objectives.

Key Responsibilities

• Lead the development and execution of GTM strategies to drive growth in revenue, gross profit, and units across all customer segments, including Global Accounts, Key Accounts, and SMB.
• Define the overall GTM strategy, including target market identification, value proposition development, and routes to market.
• Conduct thorough market research to understand customer needs, competitive landscape, and emerging trends.
• Partner with senior leadership to develop innovative sales strategies and data-driven market approaches.
• Drive market penetration by identifying and capitalizing on new opportunities within workloads, verticals, infrastructure modernization initiatives.
• Develop sales training materials and processes to equip the sales team with the necessary knowledge and tools to effectively sell solutions.
• Oversee the successful launch of new solutions, including managing timelines, deliverables, and cross-functional dependencies.
• Collaborate with Sales, Marketing, Category, and Product teams to align on priorities, define go-to-market plans, and ensure seamless execution aligned with the GTM strategy.
• Strengthen customer engagement by working closely with cross-functional teams to deliver tailored solutions that meet customer needs and foster customer intimacy.
• Build and lead a high-performing GTM team, ensuring clarity in roles, responsibilities, and performance metrics.
• Track and measure the effectiveness of GTM initiatives, using data to refine strategies and achieve targeted outcomes.
• Foster collaboration across regions and functions to share best practices, drive consistency, and enhance customer satisfaction.

What Success Looks Like in This Role

The person in this role will excel by achieving results through strategic planning, effective execution, and collaboration. Success includes:

• Driving revenue, gross profit, and unit growth by implementing focused GTM strategies that address customer needs and market opportunities across Global Accounts, Key Accounts, and SMB customer segments.
• Expanding market share through targeted initiatives and identifying workloads, verticals, and infrastructure modernization opportunities.
• Growing the sales pipeline by collaborating with Sales and Marketing and Category to execute campaigns and strategies that deliver measurable increases in opportunity volume and value.
• Enhancing customer satisfaction by aligning sales strategies with customer-focused execution, fostering customer intimacy, and ensuring high-quality engagements that consistently deliver value.
• Increasing customer retention and repeat business by fostering strong relationships and driving tailored solutions that create long-term customer loyalty.
• Monitoring and tracking GTM performance metrics, including revenue growth, market share expansion, sales pipeline growth, and customer satisfaction (CSAT/NPS), while identifying areas for continuous improvement.
• Leading and mentoring the GTM team to ensure alignment with business priorities, effective execution, and professional growth.

Basic Qualifications

• 8+ years of experience in sales strategy, marketing, or related fields.
• Bachelor's Degree in Business, Marketing, or a related field.

Preferred Qualifications

• Demonstrated ability to lead cross-functional teams and drive alignment across diverse stakeholders.
• Strong analytical skills with experience in data-driven decision-making and market analysis.
• Proven track record of delivering results in revenue growth, market expansion, and customer engagement.
• Experience in the IT industry, specifically within data center solutions or commercial markets.
• Familiarity with global and regional market dynamics, customer trends, and sales strategies.
• Exceptional interpersonal and communication skills, with the ability to influence and align stakeholders.
• Proficiency in analytical tools to support strategic planning and execution.
• Comfortable working in a fast-paced, dynamic environment with evolving business priorities.
• Demonstrated ability to lead business transformation initiatives and drive innovation.