Sales Strategy and Operations Senior Manager

Who are we? Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work. Job Description 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. This role serves as the connective tissue across Corporate Finance, GTM Operations, and GTM leadership - ensuring that targets, coverage, routes to market, and incentive structures are coherent, data-driven, and aligned to strategic priorities. Simultaneously, this role diagnoses GTM challenges, executes transformation programs within a 12-month horizon, and contributes to scalable solutions for long-term growth. The ideal candidate brings deep GTM expertise, strong financial acumen, a bias toward execution, and the ability to drive cross-functional alignment across senior stakeholders in a global, matrixed organization. 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 Partner with Sales Operations and commercial leadership to 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