Executive Director, ISG ESMB Commercial Group Go-To-Market (GTM)

Reports to: VP & GM, ISG ESMB Commercial Group

Organization: ISG ESMB Commercial Group

Role Summary

The Executive Director, ISG ESMB Commercial Group Go-To-Market (GTM) Leader leads the end-to-end go-to-market engine for the ISG ESMB Commercial business, translating strategy into scalable field execution. This role owns commercial planning, GTM programs, product enablement, route-to-market (RTM) support, and pricing and promotions, ensuring strong alignment across ISO, Sales, Channel, Marketing, Global Supply Chain (GSC), and Worldwide teams. The Executive Director is accountable for delivering revenue, margin, and demand outcomes while building a strong, engaged team and navigating a complex matrixed organization.

Core Responsibilities:

Business Planning & Commercial Strategy

• Set quarterly GTM and campaign strategies aligned to ESMB Commercial priorities, targets, and routes to market.
• Drive Commercial Quarterly Plan (CQP) planning, sales play development, and demand programs that translate strategy into measurable field impact.
• Supports campaign governance, communications, BMS, and alliance/co-selling investment alignment in coordination with the Business Management organization.
• Own ESMB strategy for segments/RTM (Globals, Key Accounts, Small Medium Business (SMB), & Channel), aligned with key organizational stakeholder teams.

RTM Programs & P&L Ownership

• Lead Top Choice strategy, planning / target setting, execution, and utilization across ESMB Commercial.
• Own Top Choice P&L including units, revenue, and margin, in partnership with ISO and Channel Sales.
• Partner with Worldwide teams and GSC to ensure offering effectiveness, material readiness, and SLA performance.

Product & Portfolio Leadership

• Lead ESMB product and solution subject matter expertise within the geographies.
• Facilitate through Geo Teams product enablement, sales asset development, and training aligned to portfolio priorities.
• Drive focus product strategy, demand forecasting, inventory health, and lifecycle transitions.

Route-to-Market, Pricing & Promotions

• Partner with RTM teams and focus partners to optimize portfolio mix, pricing, and promotional investments.
• Own external, transactional pricing strategy, bid effectiveness, and competitive positioning. Recommender for big deal pricing to ensure balanced profit to market price positioning.
• Ensure Geo teams are aligned with promotional plans, timelines, and messaging in partnership with Marketing.

Leadership & Operating Model Expectations

• Build, lead, and develop a high-performing GTM organization with clear accountability and strong people leadership.
• Navigate the ISO matrix effectively, building strong cross-functional relationships and influencing without authority. Ensure clarity of team's R&R vs. Other stakeholder organizations.
• Bring strong go-to-market experience, sales acumen, and commercial judgment to shape offers and execution models.
• Establish structure, operating cadence, and data-driven rigor to enable scalable and repeatable execution.