Who you are

• 8–12+ years in GTM strategy, growth strategy, product marketing, strategy/ops, or management consulting with GTM experience in B2B technology
• Demonstrated ability to derive insights via quantitative and qualitative analysis and formulate/test hypotheses by diving deep into data
• Strong experience turning customer and market insights into GTM plans and measurable commercial outcomes
• Substantial GTM experience requiring leadership engagement and influence
• Strong analytical skills: segmentation/ICP development, market sizing, competitive analysis, funnel/pipeline analysis, and basic financial modeling
• Expertise in developing frameworks and presentations for GTM leadership and strategy formulation
• Comfortable operating in matrixed, cross-functional environments and partnering with senior stakeholders
• Excellent communication skills - able to synthesize ambiguity into clear recommendations and executive-ready narratives
• Ability to provide thought leadership, think strategically, and effectively communicate vision and influence
• Bachelor’s Degree or equivalent in relevant field
• Experience in digital infrastructure, cloud, networking, AI/compute, data center, or adjacent enterprise technology
• Familiarity with enterprise and/or hyperscale customers and partner ecosystems
• Global GTM exposure across multiple regions
• Corporate Strategy experience and/or strong SaaS/cloud environment exposure
• Solid knowledge/connection within the industry (or adjacent) and ability to understand macro trends
• Master's Degree or equivalent in relevant field

What the job involves

• The Senior Manager, Go-to-Market (GTM) Strategy & Customer Insights is an individual contributor role responsible for shaping and operationalizing GTM strategy for priority products, solutions, and customer segments
• This role is a primary enabler of GTM leadership decisions and trade-offs on business planning/analysis, strategic initiatives, new business development, and executive prioritization
• This position blends strategic analysis with hands-on execution- partnering closely with Product, Product Marketing, Sales, Customer Success, Revenue Operations, Finance, and cross-functional peers to ensure GTM decisions are grounded in customer needs and delivered consistently across regions
• This role also translates key customer, market, and competitive insights into actionable GTM plans, plays, and experiments that drive revenue growth, profitability, and market share
• GTM Strategy, Planning & Executive Enablement
• Serve as GTM lead for assigned products, solutions, or strategic initiatives- owning end-to-end GTM planning from problem framing to execution
• Define target markets, customer journeys, sales motions, channel/partner strategy, and success metrics for priority GTM plays
• Translate strategy into concrete GTM plays, market entry hypotheses, and commercialization experiments (pilots/tests), including clear success criteria and learning plans
• Collaborate with Product, Product Marketing, Sales, Customer Success, Finance, Operations, and regional teams to align roadmaps, launch plans, coverage models, and investments
• Lead the annual strategic planning process in conjunction with key stakeholders
• Engage company leaders to obtain buy-in for cross-functional projects, including outcomes, strategic narratives, and linkages to enterprise strategy
• Commercialization & Performance Optimization
• Partner with Revenue Operations, Finance, and Marketing to define, track, and analyze GTM KPIs (pipeline, conversion, ACV, retention, attach, CAC/LTV, etc.)
• Diagnose performance gaps and recommend data-driven optimizations across messaging, offers, funnel execution, coverage, and partner motions
• Codify what works into repeatable playbooks and contribute to scaling successful GTM models across segments/regions
• Customer Insights
• Build and maintain an insights framework that captures customer needs, buying drivers, segmentation, and trends
• Monitor enterprise and hyperscale customer priorities (e.g., AI workloads, latency, security, sustainability) and translate insights into value propositions, ICPs, and segment prioritization
• Synthesize implications for GTM decisions (positioning, pricing models, routes-to-market, partner ecosystems, emerging technologies) based on competitive intelligence
• Drive recommendations on how to engage strategic customers based on analysis of customer footprints and deployments
• Strategic Initiatives
• Drive internal projects focused on new markets/products, growth initiatives, transformation, and profitability/efficiency/effectiveness improvements
• Support special Corporate Strategy initiatives (e.g., enterprise strategic planning, market entry assessments, inorganic growth support), working in close collaboration with the Corporate Strategy team