Director, Distribution

Why Work at Lenovo

We are Lenovo. We do what we say. We own what we do. We WOW our customers.

Lenovo is a US$69 billion revenue global technology powerhouse, ranked #196 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services.

This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com.

Description and Requirements

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:

- 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.
- Expanding channel breadth by leveraging the reach of Authorized Partners across the full Lenovo portfolio.

Channel Strategy & Execution:

- 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.
- Expanding channel breadth by leveraging the reach of Authorized Partners across the full Lenovo portfolio.

Partner Ecosystem Development:

- 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 ROI.

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.

Cross-functional Collaboration:

- 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.
- 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.

Qualifications & Experience:

- 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.

Additional Locations: Australia - New South Wales - North Sydney

If you require an accommodation to complete this application, please contact ability@lenovo.com

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