Senior Manager, Go-To-Market Strategy

Equinix•Toronto, ON

6d•Onsite

About The Position

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.

Requirements

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

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
Solid knowledge/connection within the industry (or adjacent) and ability to understand macro trends
Master’s Degree or equivalent in relevant field

Responsibilities

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
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
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
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