Hybrid Senior Director, Go-to-Market Strategy

at Equinix

• Job title: Senior Director, Go-to-Market Strategy
• Job type: Full Time
• Experience level: Senior
• Salary: $202,000 - $403,000 per year
• Degree requirement: Bachelor's Degree
• Tech skills: Cloud
• Location requirements: Hybrid, Redwood City, United States

About the role

• Senior Director influencing go-to-market strategy within Equinix's AI-driven digital infrastructure markets. Collaborating cross-functionally to optimize product offerings and revenue generation.

Responsibilities

• Continuously monitor enterprise and hyperscale customer needs around AI workloads, latency, security, and sustainability, and convert these insights into value propositions, ideal customer profiles (ICPs), and prioritized segments
• Build and maintain an intelligence framework in collaboration with market and competitive intelligence functions to track disruptive technologies, competitor strategies, pricing models, partner ecosystems, and regulatory shifts; translate findings into concrete GTM plays, market entries, and commercial experiments
• Lead GTM strategy for key products, solutions, and segments, defining target markets, customer journeys, sales motions, channel strategy, and success metrics
• Partner with Revenue Operations, Finance, and Marketing to define and track GTM KPIs and run regular reviews to optimize GTM strategy and plays based on performance data
• Champion continuous improvement by evaluating, testing and scaling new GTM models (e.g., new channel types, land-and-expand motions for AI workloads, vertical-specific plays) and sunsetting underperforming approaches
• Collaborate closely with Product, Product Marketing, Sales, Customer Success, Corporate Development, Finance, and Operations to align roadmaps, launch plans, coverage models, and investments with GTM strategy
• Serve as a primary strategic thought partner to senior leaders on AI infrastructure, cloud and interconnect networking, and data center economics, ensuring GTM decisions reflect market and customer realities
• Support major launches and market expansions from strategy through execution, including segment definition, value propositions, pricing and packaging, channel strategy, and post-launch reviews
• Support the creation of scalable GTM playbooks and sales enablement assets (segment narratives, competitive positioning, objection-handling, and play-by-play guides) to equip field and partner teams.

Requirements

• 15+ years in technology or digital infrastructure (data centers, cloud platforms, interconnect/fiber, edge, or related)
• Bachelor’s degree required (Computer Science, Computer Engineering, or related discipline preferred); advanced degree or MBA a plus.
• Deep familiarity with AI/ML compute trends, networking technologies, sustainability solutions (renewables, fuel cells), and regulatory domains such as data sovereignty and energy policy, and their impact on GTM strategies
• Proven experience in GTM and/or growth strategy for data centers or digital infrastructure or technology, including industry/segment marketing, competitive intelligence, commercial optimization, GTM design, and launch leadership
• Demonstrated success operating across at least two of North America, EMEA, and APAC, with comfort navigating differing regulatory regimes, customer requirements, and partner ecosystems
• Advanced fluency in market modeling (capacity, demand, pricing), scenario planning, and financial and investment analysis, applied directly to commercialization and GTM trade-offs
• Track record of turning market and customer insight into clear GTM strategies, measurable revenue outcomes, and scalable playbooks.

Benefits

• Employee Assistance Program
• You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members.
• You and Equinix may contribute to a retirement plan to help you plan for your financial future.
• You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge.
• 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).