Job SummaryThe GTM Strategy Senior Manager (individual contributor) owns the annual and multi-year go-to-market planning cycle, translating corporate growth objectives into executable GTM blueprints. This role serves as the connective tissue across Corporate Finance, Sales Operations, HR, Compensation, GTM Operations, Corporate Strategy and GTM leadership-ensuring that targets, coverage, routes to market, and incentive structures are coherent, data-driven, and aligned to strategic priorities. This role will be embedded across functions and viewed as a critical business partner to the entire CCRO organization. The ideal candidate brings deep GTM expertise, strong financial acumen, and the ability to drive consensus across senior stakeholders in a global, matrixed organization.
ResponsibilitiesAnnual GTM Strategy Definition
- Lead the GTM planning process in partnership with cross-functional partners across Equinix, translating revenue targets into function and segment-level strategies
- Serve as a GTM liaison with Finance and Corporate Strategy during annual operating plan (AOP) and enterprise operating plan (EOP - long term horizon) and mid-year forecast cycles, ensuring revenue assumptions are grounded in go-to-market realities
- Model growth scenarios (e.g., new logo vs. expansion, geographic, segment, channel mix) to pressure-test target feasibility and surface planning risks early
- Maintain an "always-on" planning calendar aligned to key cross-functional and GTM leadership milestones
Segmentation & Coverage Design
- Partner with our Enterprise Data & Analytics (EDNA) teams to define and refresh customer and prospect segmentation frameworks (firmographic, behavioral, revenue tier) to ensure the right resources are deployed against the highest-potential opportunities
- Translate segmentation into high level guidance for coverage model design, determining territory boundaries, account assignments, and overlay specialist deployment
- Partner with Sales Operations to operationalize segmentation in CRM and reporting systems
- Conduct annual whitespace analysis to identify underpenetrated segments inform sales plays, focus areas, and revenue growth opportunities
Routes to Market Definition
- Define and rationalize routes to market (direct & indirect) for each customer segment
- Assess channel mix effectiveness and make data-backed recommendations on where to shift investment across direct vs. indirect motions in partnership with Channel leadership
- Collaborate with Channel leaders to incorporate partner capacity into overall coverage planning
- Ensure route-to-market decisions are reflected in headcount planning, quota allocation, and compensation design
Quota Design & Sales Operations Partnership
- Partner with Sales Operations to design quota structures that reflect territory potential, historical performance, and growth expectations
- Ensure quota methodologies are consistent, transparent, and defensible to field leadership
- Partner with Sales Operations and commercial leadership teams to capture feedback
Role Definition & HR Alignment
- Partner with HR and GTM leadership to define the roles and competencies required to execute the GTM plan, including coverage roles, overlay specialists, and management layers
- Translate coverage model outputs into headcount requirements and hiring prioritization across geographies and segments
- Ensure role definitions, career ladders, and capacity plans are aligned to strategic GTM objectives and consistent across regions
- Support workforce planning and organizational design recommendations
Planning Governance & Cross-Functional Coordination
- Own the GTM planning operating cadence, facilitating cross-functional working sessions, managing decision logs, and driving accountability to planning milestones
- Synthesize planning outputs into executive-ready communications for CCRO and senior leadership reviews
- Maintain documentation of planning assumptions, model inputs, and decision rationale to support auditability and year-over-year learning
- Continuously improve planning tools, templates, and processes to reduce cycle time and increase output quality
Qualifications- 10+ years in GTM strategy, sales strategy, revenue operations, or management consulting - ideally within technology or enterprise environments
- Demonstrated experience owning or co-leading an annual GTM planning cycle including target-setting, segmentation, and coverage design
- Strong financial acumen; comfortable modeling revenue scenarios and partnering with Corporate Finance on planning processes
- Experience working across Sales Operations, HR, and Compensation functions on quota design, role definition, and incentive alignment
- Exceptional ability to synthesize complex inputs into clear, executive-level recommendations and narratives
- Proven track record driving cross-functional alignment and managing competing stakeholder priorities in a global, matrixed organization
- Proficiency with GTM and planning tools (e.g., Salesforce, quota management platforms, BI/analytics tools)
The targeted pay range for this position in the following location is / locations are:
United States - Dallas Infomart Office DAI : 136,000 - 204,000 USD / Annual
Canada - Toronto Office TRO : 131,000 - 181,000 CAD / 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 BenefitsAs 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.Canada Core Benefits: - Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system, along with life, disability and optional benefit plans that are designed for you and your eligible family members. - Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP), Group Retirement Savings Plan (RRSP) and Tax-Free Savings Plan (TSFA). - Vacation and Paid Holidays: Equinix offers both vacation and personal time, along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to specific plan or program terms, and to change at Equinix discretion.
This posting is a new position within our organization.
