Director, GTM & Category Strategy – AI Compute

Director, GTM & Category Strategy – AI Compute

Description -

The Director of Go-To-Market (GTM) for HP Advanced Compute Solutions (ACS) will lead the end-to-end commercialization and category creation of next-generation AI compute solutions spanning AI training, inferencing, and edge AI, with explicit ownership of the ZGX category.

This role is responsible for defining what the ZGX category is, why it exists, and how HP wins—shaping a new market at the intersection of agentic AI workflows, multimodal inference (VLMs, video, audio, sensor fusion), and scalable edge-to-core compute architectures. The Director will take early solutions to market, pilot GTM motions with customers and ecosystem partners, and rapidly scale what works.

Success requires a leader who thrives in ambiguity, can separate signal from noise, and can turn experimentation into durable, repeatable GTM engines in fast-moving AI markets.

Key Responsibilities

Category Creation & Market Definition (ZGX)

• Own category creation for ZGX, defining the market narrative, buyer personas, competitive frame of reference, and value proposition.
• Establish ZGX as a distinct AI compute category purpose-built for agentic workflows and multimodal AI at the edge and near-edge, clearly differentiated from traditional servers, cloud-only solutions, and legacy edge infrastructure.
• Articulate how ZGX enables real-time, autonomous decision-making through local inference, orchestration, and integration with centralized training and management workflows.
• Lead positioning and thought leadership that frames ZGX around outcomes and workflows (not just hardware), including vision-language models (VLMs), multimodal inference, and agentic AI systems.
• Partner closely with product and engineering to ensure roadmap, packaging, and architectural decisions reinforce category differentiation and long-term defensibility.

GTM Strategy & Execution (AI Training & Inferencing)

• Define and execute GTM strategies for AI training and inferencing solutions, spanning edge, on-prem, hybrid, and cloud-adjacent deployments.
• Lead early-stage GTM pilots to test positioning, pricing, routes to market, and customer adoption, then rapidly scale validated motions.
• Translate complex technical capabilities into clear, buyer-oriented value propositions for enterprise, IT, and AI practitioner audiences.
• Ensure tight alignment between product readiness, category narrative, and sales execution.

Partner-Led GTM & Ecosystem Development

• Work closely with software, silicon, and ecosystem partners to co-develop and pilot joint GTM motions aligned to ZGX and ACS priorities.
• Identify leverage points across partners to accelerate adoption of agentic and multimodal workloads, unlock new use cases, and expand vertical reach.
• Serve as the GTM integrator across partner marketing, enablement, co-selling, and solution validation efforts.

Product Marketing Leadership

• Lead and develop a Product Marketing team, setting direction across category positioning, launches, enablement, competitive strategy, and executive storytelling.
• Ensure consistent, high-quality messaging across sales tools, partner assets, analyst engagements, and executive communications.
• Cut through AI hype and market noise to present credible, differentiated HP narratives grounded in real customer value and deployable solutions.

Leadership & Operating Rhythm

• Operate with agility, urgency, and focus, prioritizing high-impact programs over broad but shallow initiatives.
• Establish operating mechanisms to track GTM effectiveness, category traction, customer adoption, and partner performance.
• Influence cross-functional teams without direct authority, aligning stakeholders around outcomes, learning velocity, and shared success metrics.

What Success Looks Like

• ZGX recognized internally and externally as a clearly defined, differentiated AI compute category anchored in agentic and multimodal workloads.
• Scalable GTM motions for AI training, inferencing, and edge deployments.
• Partner-led pilots that convert into repeatable revenue engines.
• A focused, empowered GTM organization that learns fast and executes decisively.

Qualifications

• 10+ years of experience across GTM, product marketing, business development, or strategy, ideally in AI, compute, or enterprise platforms.
• Proven experience in category creation or launching net-new solutions in emerging markets.
• Strong experience working with software platforms, AI frameworks, and silicon partners.
• Experience leading and scaling teams in ambiguous, fast-moving environments.
• Executive presence with the ability to influe