ESMB Deal Strategy & Profitability Sr. Manager

Description and Requirements

Focused on a bold vision to deliver smarter technology for all, we are developing world-changing technologies that create a more inclusive, trustworthy, and sustainable digital society. By designing, engineering, and building the world's most complete portfolio of smart devices, infrastructure, and services, we are also leading an Intelligent Transformation - to create better experiences and opportunities for millions of customers around the world. Join us in defining our world of tomorrow and creating smarter technology for all!

About the Team

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. You will report to the Business Management and GTM Director. Your role will be fully embedded within the Business Management team while also working closely with the GTM team. The Business Management team is responsible for deep market analysis, competitive strategy, P&L operations, pricing intelligence, and strategic business management. You will work cross-functionally with Sales, Finance, Product, Category, Strategy, and Operations teams to drive profitable growth.

What You'll Do

Lenovo is seeking an experienced ESMB Deal Strategy & Profitability Management Sr. Manager to oversee strategic deal sign-offs, drive process improvements and automation, and ensure financial accountability. This role will be the main guardian of profitability, holding teams accountable for profit targets, execution, reporting, and risk mitigation. The ideal candidate will collaborate closely with key cross-functional, global stakeholders to enhance core business management activities.

Key Responsibilities

• Lead and support escalations for strategic deal sign-offs within the bid desk and pricing structure.
• Design and implement process improvements and automation for deal escalation workflows.
• Act as a primary stakeholder in ensuring profitability, revenue growth, and financial discipline across large and complex bids.
• Work closely with Sales, Finance, Product, Category, Strategy, and Operations to drive key business management activities.
• Proactively identify risks and summarize financial performance across geographies, ensuring timely execution and issue resolution.
• Partner with leadership to develop and execute strategic initiatives to optimize deal profitability and streamline financial decision-making.
• Participate in financial planning and other strategic operations to ensure focus on profitable growth.
• Lead initiatives that drive unit growth, optimize deal structuring, and enhance financial visibility to support long-term, sustainable profitability.
• Establish and enforce profitability guardrails and controls that align with business transformation objectives.
• Track and manage profit recovery plans, ensuring accountability and corrective action where necessary.
• Guide teams to meet or exceed profitability targets for each customer segment across global accounts, key accounts, and SMB.

What Success Looks Like in This Role

The person in this role will be responsible for a variety of activities to manage expectations and ensure strategic and financial goals are met. These activities include but are not limited to:

• Ensuring timely and efficient execution of bid reviews and financial reporting to meet deadlines.
• Working to improve overall bid win rates through optimized deal strategies.
• Collaborating with teams to enhance deal margins by implementing strong financial governance.
• Supporting initiatives that drive revenue growth, gross profit expansion, and new customer segment penetration.
• Identifying key profit risks and opportunities across geographies, ensuring they are addressed proactively and efficiently.
• Driving business transformation initiatives that enable scalable, profitable growth, including the adoption of new tools, automation, and process efficiencies.
• Overseeing profit recovery plans to ensure their effectiveness and continued improvement.
• Providing leadership and direction to ensure teams consistently achieve or exceed profitability goals for all customer segments.

Basic Qualifications

• 8+ years of analytical experience in sales, finance, or business operations.
• Bachelor's Degree in Business, Finance, Economics, or a related field.

Preferred Qualifications

• Experience in large, complex bid processes and delegation matrix management.
• Ability to model and analyze complex financial deal scenarios effectively.
• Proven expertise in pricing, deal structuring, and financial modeling within a commercial environment.
• Strong understanding of the Commercial IT market landscape.
• Exceptional interpersonal and communication skills, with the ability to simplify complex financial concepts.
• Proficiency in Excel and analytical tools to support data-driven decision-making.
• Comfortable working with ambiguity, evolving business needs, and fast-paced environments.
• Demonstrated track record of driving business transformation and growth initiatives.