Overview
GTM Strategy Senior Analyst Jobs in Toronto, Canada at Equinix
Title: GTM Strategy Senior Analyst
Company: Equinix
Location: Toronto, Canada
Category:
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 Summary
The GTM Strategy Senior Analyst supports the annual go-to-market planning cycle, contributing to the translation of corporate growth objectives into executable GTM blueprints. This role works across Corporate Finance, Sales Operations, HR, Compensation, GTM Operations, Corporate Strategy and GTM leadership—providing analytical support and coordination to ensure 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 key analytical contributor to the CCRO organization. The ideal candidate brings foundational GTM expertise, strong analytical and financial acumen, and the ability to collaborate effectively across functions in a global, matrixed organization.
Responsibilities
Annual GTM Strategy Definition
Support the GTM planning process in partnership with cross-functional partners across Equinix, contributing to the translation of revenue targets into function and segment-level strategies
Assist as a GTM point of contact 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
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
Support annual whitespace analysis to identify underpenetrated segments inform sales plays, focus areas, and revenue growth opportunities
Routes to Market Definition
Support the analysis and documentation of routes to market (direct & indirect) for each customer segment
Assess channel mix effectiveness and provide data-backed analysis to inform recommendations on where to shift investment across direct vs. indirect motions in partnership with Channel leadership
Help ensure route-to-market decisions are reflected in headcount planning, quota allocation, and compensation design
Quota Design & Sales Operations Partnership
Support Sales Operations in developing quota structures that reflect territory potential, historical performance, and growth expectations
Support efforts to ensure quota methodologies are consistent, transparent, and clearly documented
Partner with Sales Operations and commercial leadership teams to capture feedback
Role Definition & HR Alignment
Support HR and GTM leadership in documenting the roles and competencies required to execute the GTM plan, including coverage roles, overlay specialists, and management layers
Assist in translating coverage model outputs into headcount requirements and hiring prioritization across geographies and segments
Support efforts to 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
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