Workstation REL Strategy & RTM Lead

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The Workstation REL Strategy & RTM Lead defines how Workstation grows across Corporate, Enterprise, Global Accounts, and Public Sector. The role translates Commercial BU direction, customer and workload insight, market dynamics, and route opportunities into a focused portfolio of repeatable Workstation plays. Each play includes a clear target, route, business case, commercial requirements, adoption criteria, measures, and a path to activation through the geos.

Responsibilites:

- Set the worldwide Workstation growth strategy and route-to-market framework for Corporate, Enterprise, Global Accounts, and Public Sector.
- Identify the customer segments, workloads, verticals, partner ecosystems, routes-to-market, and regions with the highest growth potential.
- Partner with the Vertical Specialist team to identify and prioritize target accounts in key verticals, uncover whitespace opportunities, and build account-focused growth plans.
- Develop and manage scalable growth programs that drive customer acquisition, expansion, retention, and market growth across priority segments, channels, and routes to market.
- Partner with Commercial BU to align Workstation priorities with broader segment strategy.
- Partner with Marketing and Alliances to shape messaging, customer value propositions, enablement needs, partner engagement plans, and demand generation activities.
- Partner with Product Operations to consolidate market and commercial requirements for WW Portfolio consideration.
- Work with Business Planning to size opportunities, build business cases, set baselines and targets, and assess market, share, route, revenue, and gross-profit outcomes.
- Partner with Business Activation teams to turn aligned plays into geo-ready programs, validate local applicability, and improve them based on field feedback and business results.
- Represent Workstation in Commercial BU planning cycles, strategy reviews, quarterly business reviews, and executive decision forums.

Basic Qualifications:

- 5+ years of experience in enterprise technology strategy, segment strategy, route-to-market strategy, business management, sales strategy, or a related field.
- Bachelor’s degree required; MBA or equivalent experience preferred.
Preferred Qualifications:
- Experience with enterprise, public-sector, global-account, strategic VAR, systems-integrator, or alliance business models.
- Strong understanding of complex business-to-business buying motions, workload-based selling, strategic accounts, and multi-stakeholder sales cycles.
- Experience building and scaling commercial playbooks across regions.
- Strong financial and market analysis skills, including market sizing, business cases, revenue, gross profit, and competitive analysis.
- Ability to influence senior stakeholders across Sales, Geo 4P, Marketing, Alliances, Finance, WW Portfolio, and Operations without direct authority.
- Strong executive communication and presentation skills.

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.