Go-To-Market Strategy, Senior Manager

Equinix • Redwood City, CA

1d • $186,000 - $280,000 • Onsite

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.

Combining strategic analysis with hands-on execution, the Senior Manager partners with Product, Product Marketing, Sales, Customer Success, Revenue Operations, Finance, and other cross-functional teams to ground GTM decisions in customer needs and deliver them consistently across regions. The role translates customer, market, and competitive insights into actionable GTM plans, plays, and experiments intended to drive revenue growth, profitability, and market share.

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 in segmentation and ICP development, market sizing, competitive analysis, funnel and pipeline analysis, and basic financial modeling.
• Expertise in developing frameworks and presentations for GTM leadership and strategy formulation.
• Comfort operating in matrixed, cross-functional environments and partnering with senior stakeholders.
• Excellent communication skills, including synthesizing ambiguity into clear recommendations and executive-ready narratives.
• Ability to provide thought leadership, think strategically, communicate vision, and influence.
• 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

• Own end-to-end GTM planning for assigned products, solutions, or strategic initiatives, 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 pilots or tests, with clear success criteria and learning plans.
• Align roadmaps, launch plans, coverage models, and investments with Product, Product Marketing, Sales, Customer Success, Finance, Operations, and regional teams.
• Lead the annual strategic planning process with key stakeholders.
• Engage company leaders to obtain buy-in for cross-functional projects, including their outcomes, strategic narratives, and connections 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.
• Identify GTM performance gaps and recommend data-driven optimizations to messaging, offers, funnel execution, coverage, and partner motions.
• Document successful approaches in repeatable playbooks and help scale effective 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 priorities.
• Use competitive intelligence to recommend GTM decisions concerning positioning, pricing models, routes to market, partner ecosystems, and emerging technologies.
• Recommend approaches for engaging strategic customers based on analysis of customer footprints and deployments.
• Drive internal projects involving new markets or products, growth initiatives, transformation, and profitability, efficiency, or effectiveness improvements.
• Support 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.
• Health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Retirement plan with contributions available from the employee and Equinix.
• Accrued paid time off and paid holidays.
• Employees are eligible for a bonus, and equity may be offered depending on the position.

What This Job Offers

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