Senior Manager, Go-To-Market Strategy

Senior Manager, Go-to-Market (GTM) Strategy & Customer Insights

Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you—because when you feel valued, you're empowered to do your best work.

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. This role is a primary enabler of GTM leadership decisions and trade-offs on business planning/analysis, strategic initiatives, new business development, and executive prioritization.

This position blends strategic analysis with hands-on execution- partnering closely with Product, Product Marketing, Sales, Customer Success, Revenue Operations, Finance, and cross-functional peers to ensure GTM decisions are grounded in customer needs and delivered consistently across regions. This role also translates key customer, market, and competitive insights into actionable GTM plans, plays, and experiments that drive revenue growth, profitability, and market share.

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