Director, Delivery Partner- IT Services

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The Director, Delivery Partner is a member of the Lenovo Solutions & Services Group (SSG) Delivery organization and serves as the delivery organization's partner to the Sales organization throughout the sales cycle.

The role is responsible for integrating delivery expertise into sales pursuits to ensure proposed services solutions are operationally executable, commercially viable, and aligned with Lenovo's delivery capabilities. The Delivery Partner works closely with Sales, Solutioning, Offering, Finance, and Delivery leadership to shape opportunities, assess risks, develop delivery models, and support profitable services growth.

This role provides the delivery perspective and accountability within the sales process , helping Sales develop solutions that can be successfully transitioned into and executed by the Delivery organization.

The role supports both new business opportunities and the commercial expansion of existing accounts , partnering with Sales to evaluate additional services and scope that can be effectively delivered by Lenovo.

Key Responsibilities

Delivery Partnership with Sales

- Act as the primary Delivery organization partner for Sales during strategic and complex services pursuits.
- Engage early in the sales cycle to assess delivery requirements, feasibility, risks, and dependencies.
- Partner with Sales throughout opportunity qualification, solution development, RFP responses, customer discussions, negotiations, and contract development.
- Provide delivery leadership and subject matter expertise to help shape solutions that are executable within Lenovo's delivery model.
- Represent the interests and capabilities of the Delivery organization during the sales process.
- Ensure delivery considerations are incorporated before customer commitments are finalized.

Solution and Deal Shaping

- Assess proposed services solutions for operational feasibility, scalability, cost, resource requirements, and delivery risk.
- Work with Sales, Solution Architecture, Offering, and Finance to develop appropriate delivery models and commercial assumptions.
- Validate staffing models, locations, transition requirements, SLAs, technology dependencies, tooling, third-party requirements, and other critical delivery assumptions.
- Identify gaps between customer requirements and Lenovo's delivery capabilities and develop mitigation or alternative approaches.
- Provide delivery inputs to pricing, cost models, margin analysis, and commercial negotiations.
- Challenge assumptions that could create downstream operational, financial, or customer risk.

Commercial Expansion

- Partner with Sales to identify and evaluate opportunities to expand Lenovo's services within existing customers.
- Provide delivery expertise to assess additional services, scope, geographies, business units, or capabilities that could be added to an existing engagement.
- Evaluate the operational and financial implications of proposed expansion opportunities.
- Help Sales develop expansion solutions that leverage existing delivery capabilities, infrastructure, processes, and customer knowledge.
- Identify opportunities to improve the economics of expansion through standardization, automation, delivery optimization, and reuse of existing capabilities.
- Support Sales in developing credible delivery and commercial propositions for incremental services.

Delivery Risk Management

- Identify operational, financial, contractual, resource, transition, and third-party risks during the sales process.
- Establish appropriate mitigation plans in partnership with Sales and Solutioning.
- Provide formal delivery assessments for complex, non-standard, or high-risk opportunities when required.
- Ensure material delivery risks and assumptions are visible to Delivery leadership and appropriate governance forums.
- Escalate proposed commitments that cannot reasonably be supported by the Delivery organization.
- Maintain clear separation between customer requirements, commercial commitments, and validated delivery assumptions.

Key Performance Measures

Performance will be measured through a combination of growth, deal quality, and delivery outcomes, including:

- Services bookings and revenue are influenced through supported opportunities.
- Incremental services revenue from commercial expansion opportunities.
- Deal-win rate for opportunities supported by the Delivery Partner.
- Gross margin and commercial performance of supported engagements.
- Reduction in delivery-related deal risks and exceptions.
- Reduction in post-contract delivery issues resulting from sales commitments.
- Accuracy of delivery assumptions incorporated into solution and pricing models.
- Quality and timeliness of Sales-to-Delivery transitions.
- Adoption of standardized Delivery engagement practices across strategic pursuits.

Required Qualifications

- Bachelor's degree or equivalent experience.
- 10+ years of experience in IT services, managed services, outsourcing, consulting, systems integration, or related technology services.
- Significant experience in services delivery and enterprise technology environments.
- Experience partnering with Sales organizations on complex services opportunities.
- Strong understanding of delivery operations, service economics, staffing models, SLAs, transition, and financial performance.
- Experience evaluating delivery feasibility and operational risk during the sales process.
- Strong communication, analytical, negotiation, and stakeholder management skills.
- Demonstrated ability to influence senior stakeholders across a global, matrixed organization.

Preferred Qualifications

- Experience with managed services, Digital Workplace Services, Device as a Service (DaaS), infrastructure, cloud, or related technology services.
- Experience supporting large, multi-year enterprise services pursuits.
- Experience with commercial expansion and cross-selling of services within existing customers.
- Experience with global delivery organizations and geographically distributed teams.
- Experience with service pricing, financial modeling, and margin management.
- Experience with transition and transformation programs.
- Experience working within a global technology services provider, systems integrator, or consulting organization.

Benefits:

- Holiday purchase
- Private medical
- Income protection
- Attractive pension scheme
- Learning and development
- Life Insurance
- Lifestyle discounts
- Cycle to work
- Free onsite parking

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.

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