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Role Purpose
Lead the strategy, governance, insights, enablement, and experience framework of Lenovo ANZ's end‐to‐end Channel Programs. Own GTN strategically — including guardrails, approvals, forecasting, scorecarding, and ROI — while elevating partner value through predictable program design, clear tiering, and improved enablement pathways. Drive a unified, modernised partner experience engine that supports Lenovo's cross‐portfolio growth across IDG, ISG and SSG.
Key Facts
Reports to: Director, Distribution Commercial Channel Australia
Internal stakeholders: One Channel Leader, Channel Sales Managers, Distribution Manager, Finance, Marketing, IDG/ISG/SSG BU Leaders, WW Program Teams
External stakeholders: Distributors, MBPs, T2D partners, SRD/TID ecosystem
Core Responsibilities
* Program Strategy Architecture (LPE + Tactical)
* Own ANZ Partner Program strategy: LPE structure, tiering logic, growth/adders, accreditations and value definition.
* Define and optimise tactical programs (LEAP, DaaS, Smart Seller, funded headcount) in line with One Lenovo priorities.
* GTN Ownership (Strategic)
* Set governance rules, investment guardrails, consequence management, approval pathways, and audit‐ready documentation standards.
* Own GTN forecasting, baseline model, monthly updates and alignment with Finance Sales.
* Publish the GTN Scorecard capturing ROI, e/r%, sell‐through contribution, portfolio uplift, and program performance.
* Insights, QBR Leadership Power BI
* Own the insights engine across sell‐through, attach, profitability (PTM/PCON), program uptake and partner tiering.
* Lead QBRs with a strong executive storytelling cadence.
* Govern Power BI dashboards and ensure data integrity and actionability.
* Partner Experience Enablement
* Own the CPX ecosystem: partner promise, predictable payments, transparent rules, and consistent workflows.
* Define enablement pathways tied to services/cloud readiness and cross‐portfolio competency.
* Drive adoption of partner tools (Partner Sphere, GTAP‐linked experiences).
* Compliance, Payment Timeliness Operational Excellence
* Oversee rebate governance, policy adherence, accuracy and timeliness across all payments.Maintain full audit readiness in partnership with Finance.
* Cross‐Functional Orchestration
* Align Sales, Finance, Distribution, Marketing and BUs in execution of programs and investment.
* Chair the Program Council (monthly) and contribute QBR content (quarterly).
* Lead re‐baselining of performance expectations with distributors MBPs.
Success Measures Strategic Investment Stewardship
* Demonstrates responsible, insight‐led stewardship of GTN investments, ensuring spend is strategically allocated, achieves clear return on investment, and supports balanced portfolio growth over time.
* Builds a multi‐year GTN governance rhythm that improves predictability, transparency, and confidence across Sales, Finance, and the partner ecosystem.
Pricing, Profitability Value Creation
* Strengthens long‐term pricing discipline and PFV accuracy to shift the business toward sustainable, upfront pricing models.
* Contributes to multi‐year profitability improvement across categories through consistent program design and disciplined investment choices.
Program Effectiveness Portfolio Outcomes
* Oversees the evolution of Channel Program structures to support durable cross‐portfolio pull‐through across IDG, ISG and SSG.
* Ensures programs contribute demonstrably to Lenovo's transformation toward solutions, services‐led and cloud‐aligned partner capability.
Partner Experience Ecosystem Maturity
* Drives measurable, long‐term improvement in partner experience indicators — clarity, consistency, predictability and ease‐of‐doing‐business.
* Embeds clear enablement pathways and competency development that progress partners toward higher‐value, cross‐portfolio plays and services readiness.
Governance, Compliance Operational Confidence
* Maintains a zero‐surprise, audit‐ready operating environment across all program investments, payments, governance flows, and documentation.
* Ensures payment operations run reliably, accurately and predictably, strengthening partner trust and financial confidence.
Insights Leadership Cadence Excellence
* Builds a high‐quality insights engine enabling better long‐term commercial decision‐making.
* Enhances sales and business execution through consistent Program Council, forecasting cycles and QBR frameworks.
Capabilities Experience Required
* 10+ years in channel strategy, partner programs, commercial governance.
* Demonstrated ownership of investment frameworks (rebates, MDF, GTN).
* Strong analytics capability including Power BI.
* Ability to influence cross‐functionally in a matrix environment.
* Services/aaS/channel enablement preferred.
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