Lenovo

SSG APOS is a $270m services business, with separate and distinct ISG & IDG GTM, sales motions, operations, tools & infrastructure.  The APOS sales strategy Director is responsible for designing, deploying, driving, and managing a combined One Lenovo / One SSG sales strategy with best practice sales motions across all markets for direct & indirect.  The diverse teams of geography-based sales professionals will become responsible for transforming to an expanded sales scope.  Designing and enabling this transformation requires a comprehensive end-to-end strategy that includes orchestrating a WW sales restructuring.  Empowering this large-scale change depends upon partnering with cross-functional geography leadership to revamp training, compensation, sales motions, process design, and infrastructure to rearchitect the selling motions across all countries, markets, and segments.  This role is responsible for building the sales strategy that integrates with multiple GTM strategies as well as readiness requirements for deploying the new selling strategy across all functional groups (data, finance, operations, infrastructure).  The sales strategy Director’s ability to gain executive agreement/approval for the strategy while also designing and deploying across front line sales is essential for sales transformation to the desired end-state.  As transformation occurs, this role will own on-going management across the Geos for the ever-evolving sales strategies, performance, and best practices.  Relationships and building awareness up, across, and down the internal and external customer set is required – this role engages regularly with leadership, cross-functional teams, external customers leading to constructive and effective relationships to further support and enhance the business.  This is a hands-on position leading the sales strategy while also driving execution - the ideal candidate must be willing to "roll up their sleeves".

The ideal candidate earns trust through performance and relationship building, thinks strategically and analytically about business challenges, has experience in designing and implementing sales strategies and has a business background that enables them to partner with Geography executives and APOS leadership in managing to their business objectives. The candidate will be a leader with a talent for transcending strategy to execution, independent problem solving, a passion for identifying and eliminating bottlenecks, and has the foresight to anticipate business needs. The ideal candidate will thrive in a fast-paced and innovative environment, will be able to manage through ambiguity and complexity, and constantly seek ways to invent and simplify how end-to-end functions enable sales best practice performance.  Transformational leadership, organization, strong judgment, change management, and the ability to activate plans are all essential to success in this role.

This position will partner with functional stakeholders and team members within the extended APOS Services organization, such as Go-to-Market, Sales, Service Operations, Business Development, Marketing, Business Transformation, IT, and the Partner team. The individual must have the ability to communicate effectively across multiple technical and non-technical business units, as well as across other geographies. Current and ongoing initiatives will span the following areas: GTM, marketing, sales, operations, IT, and 3rd party companies.
 

Position Requirements:

• Experience building sales organizations and framework for dynamic, multi-functional organization with stakeholders from Executive to Front-line, with interdependencies, deliverables, and an on-going cadence which provides level transformation and performance scorecards.
• Experience interpreting global initiatives, translating for local market, and activating the rollout. Ability to quickly identify obstacles and drive resolution with executive and front-line stakeholders.
• Ten years of experience in sales leadership with ability to standup, structure, educate, coach, and facilitate across multiple functional disciplines.
• Ability to define sales strategies, negotiate with stakeholders, and drive resolution of a clear future state for APOS sales.
• Ability to manage multiple workstreams, varying timelines, and a variety of inputs from stakeholders.
• Ability to translate business strategies into organized, efficient, and effective initiative framework.
• Strong verbal and written communications skills and ability to articulate sales strategy vision as well as sales execution details to iteratively achieve best practices to various audiences.
• Demonstrated ability to engage with sales, marketing, operations, and IT stakeholders.
• Excellent cross group collaboration skills.
• Bachelor’s degree required.

Preferred Qualifications:

• The ideal candidate has sales and GTM strategy experience, strong business acumen, program optimization design/execution, and an analytical background.
• Familiarity with renewals products, services, and sales strategies.
• Experience within a high-growth, technology company would be highly beneficial.
• Be able to operate successfully in a rapidly changing and ambiguous environment.
• Demonstrated ability to think strategically and long-term, act tactically, takes ownership, and has business leadership to meet the needs of complex businesses problems.
• Proactively lead measurement and tracking metrics related to sales best practices that drive growth, productivity, and scaling.
• Prepare and give business reviews to the senior management team regarding progress and metrics.
• MBA or other relevant advanced degree