GTM Strategy & Execution Senior Manager
Job Summary
The GTM Strategy & Execution Senior Manager (individual contributor) plays a dual role: owning Equinix's annual and multi-year go-to-market planning cycle while also translating that strategy into actionable programs that drive measurable impact across Sales, Marketing, Customer Success, and Channel.
Responsibilities
Annual GTM Strategy & Planning
Lead the GTM planning process in partnership with cross-functional partners, translating corporate revenue targets into function and segment-level strategies with clear milestones and KPIs.
Serve as the GTM liaison with Finance and Corporate Strategy during AOP, 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, and 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.
Ensure alignment between CCRO OKRs and transformation outcomes throughout the planning cycle.
Segmentation, Coverage & Routes to Market
Partner with Enterprise Data & Analytics (EDNA) 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, including territory boundaries, account assignments, and overlay specialist deployment.
Define and rationalize routes to market (direct and indirect) for each customer segment; assess channel mix effectiveness and make data-backed recommendations on investment shifts.
Collaborate with Channel leadership to incorporate partner capacity into overall coverage planning and ensure route-to-market decisions are reflected in headcount planning, quota allocation, and compensation design.
Conduct annual whitespace analysis to identify underpenetrated segments and inform sales plays, focus areas, and revenue growth opportunities.
Partner with Sales Operations to operationalize segmentation in CRM and reporting systems.
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.
Capture and incorporate field feedback into planning iterations.
Role Definition & Headcount Planning
Partner with HR and GTM leadership to define the roles and competencies required to execute the GTM plan, including but not limited to coverage models, overlay specialists, and management layers across multiple functions.
Translate coverage model outputs into headcount requirements and hiring prioritization across geographies and segments.
Support workforce planning and organizational design recommendations.
Cross-Functional Collaboration & Planning Governance
Own the GTM planning operating cadence, facilitating cross-functional working sessions, managing decision logs, and driving accountability to planning milestones.
Work with GTM leaders to align dependencies across strategy, systems, and processes; maintain structured communication and feedback loops across functions.
Synthesize planning outputs and program updates 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.
GTM Transformation & Program Execution
Diagnose GTM challenges across functions and regions; support the design of solutions and transformation plans aligned with CCRO priorities.
Translate strategic objectives into actionable programs, driving execution across Sales, Marketing, and Customer Success teams.
Contribute to GTM planning activities such as segmentation, prioritization, and territory strategy as part of the broader transformation agenda.
Performance Tracking & Continuous Improvement
Monitor KPIs to measure the impact of strategic programs and GTM planning outputs.
Use data and insights to optimize execution and inform real-time adjustments.
Continuously improve planning tools, templates, playbooks, 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.
Proven track record translating strategy into operational execution across Sales, Marketing, and Customer Success.
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.
Prowess with GTM and planning tools (e.g., Salesforce, quota management platforms, BI/analytics tools).
Ability to operate with agility and transparency in a high-growth, matrixed environment with global scope.