Lenovo

Core Responsibilities

1. Program Strategy & Architecture (LPE + Tactical)

- Own ANZ Partner Program strategy: Lenovo Partner Engage (LPE) structure, tiering logic, growth/adders, accreditations and value definition.

- Define and optimise tactical programs in line with One Lenovo priorities.

2. Gross to Net (GTN) Ownership 

- 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, Expense‑to‑Revenue % , sell‑through contribution, portfolio uplift, and program performance.

3. Insights, QBR Leadership & Power BI

- Own the insights engine across sell‑through, attach, profitability (Premium to Market/Profit Contribution), program uptake and partner tiering.

- Lead QBRs with a strong executive storytelling cadence.

- Govern Power BI dashboards and ensure data integrity and actionability.

4. Partner Experience & Enablement

- Own the Channel Partner Experience 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).

5. Compliance, Payment Timeliness & Operational Excellence

- Oversee rebate governance, policy adherence, accuracy and timeliness across all payments.

- Maintain full audit readiness in partnership with Finance.

6. 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 & Managed Business Partner.

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.