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

The pay range for this role is $130,700 to $205,200 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 11 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Posting Expiration Date: 7/1/26

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"