Global Commercial GTM Manager (Center of Excellence)

【Responsibilities】

A. Vertical Domain Leadership (Center of Excellence)

• Act as the global reference point for the assigned vertical — maintain an authoritative view of market size, segment structure, budget and tender cycles, regulatory and compliance requirements, and competitive positioning.
• Own and continuously refresh the vertical GTM playbook: value proposition, offer and bundle architecture, pricing guardrails, battlecards, objection handling, and reference case library.
• Define the qualification criteria, deal profile, and engagement model that local teams apply when pursuing opportunities in the vertical.
• Codify wins and losses into repeatable practice so that expertise scales across territories instead of remaining with individuals.

B. Territory GTM Strategy & Execution

• Translate the global vertical strategy into a territory-specific GTM plan, covering target segments, priority countries, partner coverage, and quarterly milestones.
• Build the territory opportunity map and pipeline ambition with local sales leadership, and track progress against agreed coverage and conversion targets.
• Align product portfolio, roadmap timing, and NPI launches to the buying calendar of the vertical within the territory.
• Work with Pricing and Product Marketing on deal structures, MDF deployment, and program design that fit the territory's route-to-market.

C. Local Sales Partnership & Enablement

• Work side-by-side with country and regional sales teams as their vertical expert — this is a coaching and co-selling role, not a parallel sales organization.
• Support strategic pursuits directly: deal shaping, tender response strategy, executive customer meetings, and competitive displacement plans.
• Design and deliver enablement — training, certification, playbook rollout, and readiness reviews — and measure adoption in the field.
• Build a working rhythm with local teams: regular pipeline and deal reviews, quarterly business reviews, and clear escalation paths into HQ.

D. Partner & Channel Ecosystem

• Identify and develop the partner profile required for the vertical — GSI, SI, VAR, ISV, MSP, and specialist resellers — in partnership with the Channel team.
• Support partner recruitment, onboarding, and joint value-proposition development for vertical-specific solutions.
• Ensure partner incentives, certification, and program structures reinforce the vertical strategy rather than working against it.

E. Market Intelligence & Product Feedback

• Maintain structured competitive intelligence for the vertical and territory, including win/loss analysis and pricing dynamics.
• Convert field insight into clear, evidence-based product and roadmap requirements for BU and Product Marketing.
• Provide the SVP office and management with concise, decision-ready reporting on vertical performance, risks, and opportunities.

【Requirement】

A. Required

• Bachelor's degree or above in Business, Marketing, Engineering, or a related discipline.
• Eight or more years in commercial B2B IT — go-to-market, product marketing, business development, or vertical sales — with a meaningful portion in PC, workstation, or IT infrastructure.
• Demonstrable depth in at least one of Government, Enterprise, Education, or SMB, including how deals are actually won in that vertical.
• Proven track record of working through and with regional or country sales teams, rather than only in a direct-quota role.
• Strong commercial fluency: pricing structures, margin and TCO logic, channel economics, MDF and program design.
• Professional working proficiency in English; confident presenting to senior customer and internal stakeholders.
• Willingness to travel internationally and to operate across multiple time zones.

B. Preferred

• Experience in a Center of Excellence, vertical practice, or global GTM function at a tier-one IT vendor.
• Public-sector tender and framework-agreement experience, or education funding-program experience.
• Familiarity with AI PC, vPro, workstation, and AI infrastructure positioning, including ISV certification dynamics.
• Mandarin proficiency for HQ collaboration; additional regional languages a plus.
• Strong data literacy — Excel, Power BI, or equivalent — and comfort building the analysis behind a recommendation.
• MBA or equivalent commercial qualification.