Executive Director, ISG ESMB Business Management

The Executive Director of Business Management will lead the global Business Management function for the Infrastructure Solutions Group ESMB Commercial Group-owning the performance engine that runs the business and the strategic initiatives that transform it. This leader will drive operational excellence, financial performance, partner alliance management, cross-functional alignment, and deep analytics-driven decision making across International Sales Organization. The role acts as the central integrator between Sales, Finance, Product, and the broader ISO leadership team.

This is a mission-critical leadership role responsible for shaping how ESMB operates day-to-day, while also architecting the long-term strategic roadmap that fuels profitable growth, operating efficiency, and best-in-class execution across the entire business.

Key Responsibilities

1. Leadership of the Business Management Organization

• Lead and mentor four leaders across:
  • Business Strategy & Execution
  • Options
  • Performance Management
  • Strategic Alliances
• Drive a cohesive operating rhythm across all teams, ensuring tight linkage to ISO strategy and WW priorities.
• Build a high-performing, analytically driven and execution-focused culture.

2. ESMB Performance Management ("Run the Business")

Oversee the WW performance engine and ensure disciplined visibility into P&L, margin, and operational metrics.

• Govern in-quarter P&L tracking, root-cause analysis, and performance recovery actions.
• Own WW Business BMS (Commercial & Product Interlock) and ensure ISO leaders are aligned on insights and actions.
• Provide guidance on deal governance and recommend approval positions for high-impact or WW-signoff deals.
• Ensure timely, accurate readouts including POR, BCD, and IR performance.
• Improve insight generation and KPI predictability across weekly, monthly, and quarterly cycles.

3. Business Strategy & Execution ("Transform the Business")

Drive the strategic roadmap, including quarterly planning, long-term business modeling, and cross-functional initiatives.

• Publish quarterly execution guidance and assumptions for ESMB (Commercial Quarterly Plan).
• Partner with Performance Management to set quarterly targets and monitor progress through BMS.
• Lead strategic planning efforts grounded in market insights, segment analysis, and customer trends.
• Define and drive WW programs and initiatives (STAMP, multi-year plans, hyper-growth scenarios, etc.).
• Create clear action plans with owners across WW and geo teams and ensure delivery.
• Partner with Category/Product Management to align offerings to program priorities.

4. Strategic Alliances ("Ecosystem Partnerships")

Ensure our ecosystem strategy delivers revenue, competitive advantage, and aligned GTM execution.

• Oversee relationships with key ecosystem partners (ISVs, cloud partners, SW firms, etc.).
• Ensure partnership activities are aligned with Lenovo objectives and GTM execution.
• Govern performance tracking including revenue, partner satisfaction, and enablement success.
• Expand joint offerings, innovation initiatives, and co-selling motions across geos.
• Represent Lenovo at key industry events and partner engagements.

5. ESMB Options ("Drive Options Attach")

Build the integrated ISO Options strategy and drive attach, market growth, and execution quality across geos.

• Develop WW business plans addressing options lifecycle, routes to market, and supply/market dynamics.
• Oversee creation of geo-specific execution plans and promotion strategies.
• Drive enablement for Sellers and Channel to ensure clear, consistent understanding of options value prop.
• Partner with Demand Planning and Product to shape demand, protect inventory health, and maximize market share.
• Remove execution roadblocks and improve customer satisfaction via optimized options strategy.

6. Executive Partnership & Cross-Functional Governance

• Act as a senior advisor to ISO VP, Finance, Segment, and Product teams.
• Lead governance forums, ensuring data-driven discussions and clear accountability for outcomes.

Basic Qualifications:

• 15+ years of experience in business management, commercial operations, strategy, finance, or P&L leadership.
• Proven ability to lead multi-disciplinary global teams at Director/Executive level.
• Strong analytical and financial acumen; ability to interpret complex business drivers quickly.
• Demonstrated success in building and scaling operating rhythms, BMS, and performance engines.
• Experience driving large, cross-functional transformations in a matrixed environment.
• Excellent communication and executive presence; able to influence senior stakeholders globally.

• ISG, enterprise hardware, software, or solutions background.
• Deep understanding of alliance ecosystems, attach strategies, or category/offerings management.
• Experience with pricing, demand planning, or commercial execution programs.

What Success Looks Like

• A high-performing Business Management organization with clarity of roles, accountability, and outcomes.
• A predictable business with strong P&L insights, faster execution cycles, and improved margin performance.
• A transformative roadmap that aligns geos, offering teams, and ISO leadership behind the same North Star.
• Strong ecosystem partnerships that unlock new revenue streams and execution leverage.
• A step-change increase in Options attach, adoption, and execution consistency.