Senior GTM Product Manager, Software Defined Infrastructure Services

Role Description

The Senior GTM Product Manager for Software Defined Infrastructure Services is responsible for shaping how our SDI-S offerings are defined, packaged, positioned, launched, and scaled across North America. The role turns market demand, client needs, competitive insight, sales feedback, partner capabilities, and global offer strategy into measurable growth in SDI-S attached services, with clear accountability for improving attach rates, pipeline contribution, and revenue realization.

This individual will act as the bridge between our local Offer, Sales, Delivery, Partners, and Global GTM teams, ensuring that SDI-S offerings are market-relevant, clearly differentiated, commercially viable, and supported by strong launch and enablement plans.

Key Responsibilities

• GTM Strategy and Positioning
  • Define and refine the North America go-to-market approach for SDI offerings, aligned to the broader Global GTM and Group strategy.
  • Develop clear messaging, value propositions, and positioning frameworks for SDI solutions across target industries, customer segments, and buying centers.
  • Identify market opportunities, whitespace, competitive threats, and growth priorities to improve pipeline creation and win rates.
  • Ensure alignment between regional sales priorities and the global SDI offer roadmap, including how services are packaged, differentiated, and presented to clients.
  • Gather structured input from clients, sellers, solution architects, delivery teams, and partners to influence the SDI-S roadmap.
  • Prioritize market requirements and communicate regional needs to Global Offer and Product teams.
  • Define the commercial narrative for SDI-S offerings, including customer problem, business value, competitive differentiation, proof points, and adoption drivers.
  • Monitor GTM performance for SDI-S and recommend adjustments to improve awareness, pipeline generation, conversion, and attach rates.
• Product and Offer Strategy
  • Co-own the North America SDI-S offer strategy in alignment with the global SDI-S roadmap and regional Software and Services team.
  • Partner with Global Offer, Delivery, and Commercial teams to define service scope, differentiation, target segments, commercial models, and value drivers.
  • Support lifecycle management of SDI-S offerings, including launch, adoption, performance review, refresh, and retirement recommendations.
  • Define clear buyer personas, use cases, customer problems, and outcome-based narratives for SDI-S services.
• Product Marketing and Sales Enablement
  • Develop product messaging, positioning, personas, value propositions, use cases, competitive narratives, and sales plays.
  • Build and maintain sales enablement assets including pitch decks, talk tracks, battle cards, qualification guides, client use cases, and proposal content.
  • Deliver regular enablement sessions to sales, pre-sales, and client-facing teams so they can position SDI solutions with confidence and consistency.
  • Improve seller effectiveness by equipping teams with practical guidance on customer pain points, business outcomes, competitor positioning, and deal strategy.
  • Partner with sales leadership to identify enablement gaps and create targeted actions to improve pipeline quality, conversion, and deal velocity.
• Client and Deal Support
  • Work with client teams, solution architects, and delivery stakeholders to understand client requirements and align SDI positioning to business and technical needs.
  • Support strategic pursuits, including RFI/RFP responses, proposal messaging, and client presentations for SDI-related opportunities.
  • Translate infrastructure modernization requirements into clear commercial and business-value narratives for client stakeholders.
  • Capture field feedback and client insights to inform offer evolution, sales priorities, and market messaging.
• Partner and Ecosystem Alignment
  • Collaborate with strategic technology partners to strengthen SDI solution relevance, joint positioning, and co-sell opportunities.
  • Support partner-related messaging, field engagement, and route-to-market activity that improves market reach and credibility.
  • Work across internal teams to ensure partner capabilities and dependencies are reflected appropriately in solution positioning and sales strategy.
• Pricing and Commercial Support
  • Contribute to pricing strategy and deal positioning to ensure SDI offerings remain competitive, commercially viable, and aligned to client value.
  • Support pricing guidance, investment cases, and commercial decision-making for new and existing SDI solutions.
  • Analyze market and competitor trends to help shape pricing recommendations and sales strategies in competitive opportunities.
  • Develop and articulate the benefits of an Asset Management and Lifecycle approach, with a strong understanding of our multi-vendor OEM offerings that underpin this approach.

Qualifications

• 8+ years of experience in product management, offer management, product marketing, GTM strategy, or commercialization of technology services.
• Familiarity with product lifecycle practices, including launch planning, adoption tracking, performance analysis, and offer refresh.
• Strong experience in business development, go-to-market strategy, sales enablement, offer management, or solution positioning within a global technology services environment.
• Good understanding of infrastructure, cloud, data center, managed services, or software-defined solutions, with the ability to translate technical capability into client value.
• Proven track record of supporting revenue growth through improved market positioning, seller readiness, and pursuit support.
• Experience working with cross-functional teams including sales, solutioning, delivery, product or offer teams, and strategic partners.
• Experience in North America market dynamics, enterprise client requirements, and complex services-led sales environments is strongly preferred.

Knowledge and Attributes

• Strong strategic thinking and commercial acumen.
• Ability to develop compelling messaging and value propositions for complex technology services.
• Strong presentation, communication, and stakeholder management skills.
• Good understanding of market analysis, competitive positioning, and client-centric solution development.
• Ability to connect offer strategy, sales priorities, pricing, and delivery realities into a coherent market-facing approach.
• Strong collaboration skills and comfort working across regional and global teams.
• Analytical mindset with the ability to turn field insight into practical action.

Education and Certifications

• Bachelor’s degree in Information Technology, Computer Science, Business, or a related field.
• Relevant certifications in IT services, cloud, infrastructure, agile, or service management are beneficial.

Travel

• Some travel required based on business needs.

Benefits

• Starting pay range for this remote role is $114K - $212K.
• Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications.
• This position may also be eligible for incentive compensation based on individual and/or company performance.
• This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short and long term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally-required benefits.

Workplace type

• Remote Working