Role Overview:

The role is responsible for architecting and executing a unified channel strategy across Australia, encompassing distribution, commercial resellers, system integrators, and emerging partner ecosystems. This role is pivotal in driving indirect revenue growth, transforming traditional sales models into solution and services-led engagements and fostering strategic partnerships that align with long term business objectives. You will lead the transformation to a One Commercial Channel model, integrating all partner types into a cohesive, high-performing ecosystem. The role demands visionary leadership, deep market insight, and operational excellence to ensure Lenovo’s channel strategy delivers coverage, capability, and profitability.

Key Responsibilities:

Strategic Leadership & Transformation

• Lead the transformation to a unified channel model, aligning with regional and global strategies (Greater Asia-Pacific/APAC).
• Define and communicate a long-term vision for channel growth, including
• services, AI, and vertical solutions.
• Drive the shift from transactional sales to platform-based and as-a-service models.
• Champion change management across internal teams and partner organizations.
• Responsible for the SMB P&L in collaboration with the Commercial Category team.

• Develop and execute a comprehensive channel strategy that drives indirect sales growth.
• Expand partner coverage in high-growth areas such as AI, infrastructure, and managed services.
• Align channel goals with commercial P&L targets and ensure profitability.
• Oversee Distributor relationships for all end user compute and data center segments. Responsible for key metrics including Sell-In, Sell-Through, Weeks of
• Inventory (WOI), and spend management. Collaborate with the product category team to manage inventory and coordinate sales promotions.
• Expanding channel breadth by leveraging the reach of Authorized Partners across the full Lenovo portfolio.

• Identify, recruit, and onboard strategic partners including VARs, SIs, and emerging players.
• Build and maintain C-suite relationships with key partners.
• Implement partner enablement programs, including training, certifications, and co-marketing.
• Introduce data-driven performance metrics and optimize channel operations for

• Operational Excellence & Program Management
• Oversee channel operations including deal registration, MDF utilization, and incentive planning.
• Manage GTN programs and investments to maximize partner performance.
• Analyse channel data to identify growth opportunities and competitive advantages.
• Ensure alignment of channel investments with strategic priorities.
• Drive customer and partner satisfaction by continuously innovating and improving processes, tools, and engagement models to enhance ease of doing business.
• Deliver an exceptional partner experience that strengthens loyalty and creates competitive advantage through operational excellence and CX-focused initiatives.

• Work closely with sales, marketing, product, and finance teams to ensure channel alignment.
• Lead joint go-to-market initiatives and co-branded campaigns.
• Break down silos between channel operations and other departments to improve execution.
• People Leadership
• Build and lead a high-performing channel team with a focus on innovation and accountability.
• Foster a culture of collaboration, agility, and continuous improvement.
• Support talent development and succession planning.

• 10+ years in channel sales, distribution, or partner ecosystem leadership.
• Proven success in leading channel transformation initiatives.
• Strong commercial acumen and P&L management experience.
• Exceptional relationship-building and negotiation skills.
• Advanced analytical skills and proficiency in CRM and Excel.

Preferred:

• Experience transitioning a partner ecosystem from product-centric to solution and services-led models.
• Knowledge of AI, infrastructure, vertical industry solutions, and managed services.

Success in this role will mean:

• Full implementation of the One Commercial Channel model.
• Measurable growth in partner revenue, coverage, and capability.
• Strong, trusted relationships with strategic partners.
• A future-ready channel team delivering consistent business impact.