ESMB Customer Segments, Go-To-Market Manager

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. 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. You will report to the ESMB Go To Market Senior Manager. As the ESMB Customer Segments, Strategic GTM Manager, you will lead go to market efforts designed to drive profitable growth, expand market share, and grow the sales pipeline across Lenovo ISG's key customer segments: Global Accounts, Key Accounts, and Small-Medium Businesses (SMB).

What You'll Do

As the ESMB Customer Segments, Strategic GTM Manager, you will play a pivotal role in developing targeted go-to-market strategies that align with Lenovo ISG's vision to be the leading IT solutions and data center infrastructure provider across all customer segments. You will be part of a team committed to accelerating Lenovo's success by leveraging innovative sales strategies, data-driven approaches, and impactful customer-focused execution. In this role, you'll collaborate closely with cross-functional teams, including sales, category, product, marketing, alliance partners, and other key stakeholders, to create compelling customer-centric GTM strategies for each customer segment fostering collaboration with global and key account leaders and navigating the nuances of the SMB ecosystem.

Key Responsibilities

Develop and Execute Go-to-Market (GTM) Strategies for each Customer Segment:

• Define tailored GTM plans for Global Accounts, Key Accounts, and SMB customer segments.
• Create customer personas, unique messaging, value propositions, and positioning tailored to each segment.
• Integrate efforts across Sales, Marketing, Category, and Product teams to align GTM strategies with business objectives.

Increase Focus on Channel Growth:

• Lead efforts to develop a deep understanding of the channel ecosystem and its unique challenges and opportunities.
• Work with global teams to enable the channel for success and ensure sustainable growth in the Key Accounts and SMB customer segments.
• Work cross-functionally with Category, Marketing, Sales and Seller Enablement teams to equip geos with enablement materials to address the specific needs of channel partners and customers.

GTM Campaigns and Content Development:

• Collaborate with internal solution architects and managers and external partners to create and refine content such as reference architectures, validate designs, and integrated solutions.
• Drive a content calendar to deliver awareness and thought leadership for Enterprise IT Core solutions and Enterprise AI solutions across global platforms.
• Refresh and maintain the GTM strategy for Enterprise IT Core solutions and Enterprise AI solutions, ensuring consistency in messaging and customer experience across each customer segment (Global Accounts, Key Accounts, and SMB).

Customer Engagement and Community Building:

• Establish a community to engage directly with ESMB customers, gather feedback, and build solutions addressing the unique needs of Global Accounts, Key Accounts, and SMB.
• Foster customer retention through relationship-building initiatives and consistent interaction.

Performance Measurement and Optimization:

• Develop metrics and KPIs to evaluate GTM strategies and marketing performance for each customer segment.
• Identify areas for improvement based on key data points such as revenue, GP, and unit growth, customer satisfaction scores, and pipeline expansion.

What Success Looks Like in This Role

• Performance Impact: Consistently evaluate performance metrics to refine strategies and improve results for each customer segment.
• Driving Customer Segment Growth: You will successfully grow revenue, GP, and units in each customer segment by fostering alignment with global teams, enabling the channel, and creating a clear value proposition tailored to each customer segment's needs.
• Cross-Functional Collaboration: Ensure seamless collaboration between Sales, Marketing, Category, and Product teams, resulting in innovative campaigns and strategies that resonate with target customer segments in each geo.
• Customer Intimacy: Build lasting relationships with ESMB customers by deeply understanding their needs, delivering tailored messaging, and creating solutions that address the unique challenges of each customer segment.
• Content Excellence: Deliver world-class GTM materials that empower the sales team and effectively communicate the value of Lenovo's Enterprise IT Core and Enterprise AI solutions across each customer segment.

Basic Requirements:

• Bachelor's degree in Marketing, Business, or a related field.
• 8+ years of marketing experience, ideally in B2B IT or data center infrastructure.

Preferred Requirements:

• Demonstrated ability to design and execute strategic GTM programs that elevate portfolio visibility and customer engagement.
• Experience collaborating with cross-functional teams, including sales, alliance partners, and marketing teams.
• Proven track record of managing complex content strategies across various channels and audiences.
• Excellent communication skills, attention to detail, and ability to influence internal and external stakeholders.
• Strong understanding of the Global accounts, Key accounts, and SMB ecosystems.
• Proven ability to lead diverse, cross-functional teams and foster global collaboration.
• Exceptional content writing and editing skills for technical and non-technical audiences.
• Experience in performance monitoring, with a focus on KPI tracking and optimization.