Go-To-Market Strategy, Senior Manager

Who are we?

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

The targeted pay range for this position in the following location is / locations are:

United States - Redwood City Office GHQ : 186,000 - 280,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

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.

Equinix 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. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, 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.


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 / child