GTM Strategy & Execution Senior Manager

Job Summary

The 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 leadershipensuring 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.

Responsibilities

Annual 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)