Global GTM & 4P Category Manager – SMB Advanced Compute Solutions

Description -

The GTM Category Manager – SMB is responsible for defining and executing the global go‑to‑market (GTM) strategy for HP’s Advanced Compute Solutions (ACS) portfolio within the Small and Medium Business (SMB) segment. This role owns end‑to‑end GTM execution for SMB, translating ACS portfolio strengths into scalable offers, pricing strategies, sales motions, and partner programs that drive growth and share in priority SMB segments.

The role partners closely with Sales, Marketing, Channel, Product, and Market teams to ensure strong SMB adoption across direct and partner‑led routes to market. This is a global individual contributor role with high execution accountability and strong cross‑functional influence.

Responsibilities

SMB GTM Strategy & Execution

• Own the global SMB GTM strategy for ACS, aligned to overall ACS business priorities and regional market needs.
• Translate portfolio capabilities into clear SMB‑relevant value propositions, offers, and sales plays.
• Drive execution of the SMB GTM plan with regions and countries, ensuring timely rollout and consistency.

4P Ownership for SMB

• Define and implement 4P strategy (Product, Price, Place, Promotion) for the SMB segment.
• Lead SMB pricing and competitiveness strategy, including discounts, promotions, and market readiness.
• Shape portfolio recommendations and segmentation specific to SMB customer needs and buying behavior.

Sales, Partner & Channel Enablement

• Develop and deploy sales enablement programs for SMB teams, including playbooks, tools, training, and messaging.
• Lead partner enablement programs for SMB (distribution, resellers, and ecosystem partners).
• Drive call‑center and inside‑sales activations where applicable to accelerate reach and conversion.

Market & Cross‑Functional Collaboration

• Act as the primary ACS SMB GTM point of contact for regions, markets, and cross‑functional stakeholders.
• Partner with Marketing on demand generation plans and campaign activation tailored to SMB.
• Collaborate with Product and GBU teams to provide SMB feedback into portfolio and roadmap discussions.

Performance Tracking & Optimization

• Define and track KPIs for SMB GTM execution, pipeline, and revenue performance.
• Run regular reviews with markets to monitor execution, identify gaps, and course‑correct.
• Continuously optimize strategy based on performance, customer feedback, and competitive dynamics.

Success Measures

• Strong execution and adoption of SMB GTM plans across regions
• Improved SMB pipeline performance, conversion, and share
• High sales and partner enablement effectiveness
• Clear visibility and accountability on SMB GTM performance

Education & Experience Recommended

• 8–12+ years of experience in GTM strategy, category management, sales strategy, or product marketing in B2B technology.
• Strong understanding of SMB routes to market, including channel‑led and inside‑sales models.
• Experience owning pricing, promotions, and GTM execution for a portfolio‑led business.
• Ability to operate effectively in a global, matrixed organization with multiple stakeholders.
• Strong analytical and execution skills; comfortable managing multiple parallel initiatives.
• Clear, concise communicator with the ability to influence without authority.

Knowledge & Skills