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 - translated as text under HR alignment:

Requirements

• 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)

Benefits

• Equinix Benefits
• 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.