Senior Manager, Go-To-Market Strategy

Job Summary

The Senior Manager, Go-to-Market (GTM) Strategy & Customer Insights is an individual‑contributor role responsible for shaping and operationalizing GTM strategy for priority products, solutions, and customer segments. The role enables GTM leadership decisions and trade‑offs on business planning/analysis, strategic initiatives, new business development, and executive prioritization.

Responsibilities

GTM Strategy, Planning & Executive Enablement

• Serve as GTM lead for assigned products, solutions, or strategic initiatives—owning end‑to‑end GTM planning from problem framing to execution
• Define target markets, customer journeys, sales motions, channel/partner strategy, and success metrics for priority GTM plays
• Translate strategy into concrete GTM plays, market entry hypotheses, and commercialization experiments (pilots/tests), including clear success criteria and learning plans
• Collaborate with Product, Product Marketing, Sales, Customer Success, Finance, Operations, and regional teams to align roadmaps, launch plans, coverage models, and investments
• Lead the annual strategic planning process in conjunction with key stakeholders
• Engage company leaders to obtain buy‑in for cross‑functional projects, including outcomes, strategic narratives, and linkages to enterprise strategy

Commercialization & Performance Optimization

• Partner with Revenue Operations, Finance, and Marketing to define, track, and analyze GTM KPIs (pipeline, conversion, ACV, retention, attach, CAC/LTV, etc.)
• Diagnose performance gaps and recommend data‑driven optimizations across messaging, offers, funnel execution, coverage, and partner motions
• Codify what works into repeatable playbooks and contribute to scaling successful GTM models across segments/regions

Customer Insights

• Build and maintain an insights framework that captures customer needs, buying drivers, segmentation, and trends
• Monitor enterprise and hyperscale customer priorities (e.g., AI workloads, latency, security, sustainability) and translate insights into value propositions, ICPs, and segment prioritization
• Synthesize implications for GTM decisions (positioning, pricing models, routes‑to‑market, partner ecosystems, emerging technologies) based on competitive intelligence
• Drive recommendations on how to engage strategic customers based on analysis of customer footprints and deployments

Strategic Initiatives

• Drive internal projects focused on new markets/products, growth initiatives, transformation, and profitability/efficiency/effectiveness improvements
• Support special Corporate Strategy initiatives (e.g., enterprise strategic planning, market entry assessments, inorganic growth support), working in close collaboration with the Corporate Strategy team

Qualifications

• 8–12+ years in GTM strategy, growth strategy, product marketing, strategy/ops, or management consulting with GTM experience in B2B technology
• Demonstrated ability to derive insights via quantitative and qualitative analysis and formulate/test hypotheses by diving deep into data
• Strong experience turning customer and market insights into GTM plans and measurable commercial outcomes
• Substantial GTM experience requiring leadership engagement and influence
• Strong analytical skills: segmentation/ICP development, market sizing, competitive analysis, funnel/pipeline analysis, and basic financial modeling
• Expertise in developing frameworks and presentations for GTM leadership and strategy formulation
• Comfortable operating in matrixed, cross‑functional environments and partnering with senior stakeholders
• Excellent communication skills—able to synthesize ambiguity into clear recommendations and executive‑ready narratives
• Ability to provide thought leadership, think strategically, and effectively communicate vision and influence
• Bachelor’s Degree or equivalent in relevant field

Preferred

• Experience in digital infrastructure, cloud, networking, AI/compute, data center, or adjacent enterprise technology
• Familiarity with enterprise and/or hyperscale customers and partner ecosystems
• Global GTM exposure across multiple regions
• Corporate Strategy experience and/or strong SaaS/cloud environment exposure
• Solid knowledge/connection within the industry (or adjacent) and ability to understand macro trends
• Master's Degree or equivalent in relevant field

Pay & Benefits

• United States – New York City Office NYO1: 171,000 – 257,000 USD / Annual
• United States – Dallas Infomart Office DAI: 155,000 – 233,000 USD / Annual
• Canada – Toronto Office TRO: 139,000 – 209,000 CAD / Annual

The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. Wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work. Employee Assistance Program: An Employee Assistance program is available to all employees. US Benefits:

• Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members.
• Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future.
• Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
• Canada Core Benefits: Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system, along with life, disability and optional benefit plans that are designed for you and your eligible family members. Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP), Group Retirement Savings Plan (RRSP) and Tax‑Free Savings Plan (TSFA). Vacation and Paid Holidays: Equinix offers both vacation and personal time, along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to specific plan or program terms, and to change at Equinix discretion.

Equal Employment Opportunity Statement

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form. Equinix is an Equal Employment Opportunity and, in the U.S., an affirmative action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy/childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political/organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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