Go-To-Market Strategy, Senior Manager

Equinix • Redwood City, CA

5d • $186,000 - $280,000

About The Position

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

This position combines strategic analysis with hands-on execution, partnering with Product, Product Marketing, Sales, Customer Success, Revenue Operations, Finance, and other cross-functional teams to ground GTM decisions in customer needs and support consistent delivery across regions. It translates customer, market, and competitive insights into actionable plans, plays, and experiments intended to drive revenue growth, profitability, and market share.

The role also leads GTM planning and commercialization, performance optimization, customer insight development, and strategic initiatives, including work related to new markets and products, transformation, and profitability, efficiency, and effectiveness improvements.

Requirements

• 8–12+ years of experience in GTM strategy, growth strategy, product marketing, strategy/operations, or management consulting, with GTM experience in B2B technology.
• Ability to derive insights through quantitative and qualitative analysis and formulate and test hypotheses by analyzing data in depth.
• Experience turning customer and market insights into GTM plans and measurable commercial outcomes.
• Substantial GTM experience involving leadership engagement and influence.
• Strong analytical skills, including segmentation and ICP development, market sizing, competitive analysis, funnel and pipeline analysis, and basic financial modeling.
• Expertise developing frameworks and presentations for GTM leadership and strategy formulation.
• Ability to work in matrixed, cross-functional environments and partner with senior stakeholders.
• Excellent communication skills, including synthesizing ambiguity into clear recommendations and executive-ready narratives.
• Ability to provide thought leadership, think strategically, communicate a vision, and influence others.
• Bachelor’s degree or equivalent in a relevant field.

Nice To Haves

• 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.
• Industry or adjacent-industry knowledge and connections, with the ability to understand macro trends.
• Master’s degree or equivalent in a relevant field.

Responsibilities

• Serve as GTM lead for assigned products, solutions, or strategic initiatives, owning end-to-end planning from problem framing through execution.
• Define target markets, customer journeys, sales motions, channel and partner strategies, and success metrics for priority GTM plays.
• Translate strategy into GTM plays, market-entry hypotheses, and commercialization experiments, including pilots or tests with clear success criteria and learning plans.
• Coordinate 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 with key stakeholders.
• Engage company leaders to gain buy-in for cross-functional projects, including agreement on outcomes, strategic narratives, and links to enterprise strategy.
• Partner with Revenue Operations, Finance, and Marketing to define, track, and analyze GTM KPIs, including pipeline, conversion, ACV, retention, attach, and CAC/LTV.
• Diagnose performance gaps and recommend data-driven improvements to messaging, offers, funnel execution, coverage, and partner motions.
• Document effective approaches in repeatable playbooks and help scale successful GTM models across segments and regions.
• Build and maintain an insights framework covering customer needs, buying drivers, segmentation, and trends.
• Monitor enterprise and hyperscale customer priorities and translate insights into value propositions, ideal customer profiles, and segment prioritization.
• Use competitive intelligence to recommend GTM decisions involving positioning, pricing models, routes to market, partner ecosystems, and emerging technologies.
• Recommend ways to engage strategic customers based on analysis of customer footprints and deployments.
• Drive internal projects focused on new markets and products, growth initiatives, transformation, and profitability, efficiency, and effectiveness improvements.
• Support special Corporate Strategy initiatives, such as enterprise strategic planning, market-entry assessments, and inorganic growth support, in collaboration with the Corporate Strategy team.

Benefits

• Employee Assistance Program available to all employees.
• Health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Retirement plan with contributions available from both the employee and Equinix.
• Accrued paid time off and paid holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior