Senior Director, Go-to-Market Strategy

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.

The Senior Director, Go – to – Market (GTM) Strategy is a pivotal leader responsible for shaping how the company wins in AI‑driven and digital infrastructure markets across products, segments, and regions reporting directly to the Chief Strategy Officer (CSO). This role translates market, customer, and competitive insight into clear GTM choices and execution plans that drive revenue growth, profitability, and market share.

By combining forward‑looking intelligence with practical GTM design and commercialization, the Senior Director ensures the company’s offers are positioned, packaged, priced, and delivered effectively through the right routes to market.

• 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 sun setting 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

• 15+ years in technology or digital infrastructure (data centers, cloud platforms, interconnect/fiber, edge, or related), with significant experience in GTM, commercialization, or growth strategy roles within digital infrastructure, technology firms, or top‑tier consulting
• 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,…