Manager, Channel and Alliances

Job Title: Channel & Alliances Manager (CAM) 

Location: Los Angeles, CA

Your Role

As a Channel & Alliances Manager at Digital Realty, you will drive partner-connected revenue growth by cultivating a high-performing partner ecosystem and optimizing partnership production. Your primary mission is to work collaboratively with the regional sales team to increase partner-connected funnel and bookings. You will act as the bridge between our global data center platform, our sellers and key partners -- including Resellers, VARs, MSPs, OEM Alliances and Referral Agents.

What you will do: 

• Secure and maintain Partner Senior Executive and Partner Sales Leader alignment: Serve as expert on partners’ sales organization and leadership structure, developing appropriate pairings with Digital Realty to lay the foundation for sustained productive partnership and maximum sponsorship of co-selling efforts.

• Drive Partner Co-Selling Activities:  Actively facilitate joint account planning and collaboration between partner sellers and Digital Realty sellers to uncover opportunities and build partner-connected funnel and a multi-quarter pipeline of new logo opportunities.

• Enablement & Training: Lead training sessions to enable partners to effectively position Digital Realty’s colocation and interconnection solutions, specifically leveraging PlatformDIGITAL® and the opportunity partners have to integrate colocation with their existing sales of leading technology vendor hardware required to support the AI, Network Transformation and Hybrid Multi-Cloud ambitions of mutual potential customers.

• Partner Advocacy: Operate as a primary internal advocate for partners in your region, navigating the Digital Realty organization to solve partner challenges, expedite approvals and champion partner-centricity.

• Partner Marketing: Identify logical intersections within Partner’s own Marketing where joint value can be promoted to Partner customers and prospects, lead the associated planning and ensure successful promotion and execution. 

• Partner Governance: Proactively assist in gathering funnel corroboration so Digital Realty’s sales forecasting benefits from the partners’ lens, particularly when the path to paper is through the partner.  Maintain excellent SFDC hygiene.  Own cadences for regular partner funnel reviews, QBRs and publishing partner externally. 

• Partner Program Competency: Proactively articulate the benefits and mechanics of Digital Realty’s Partner Program both internally and externally.

• Partner Recruiting, Contracting and Onboarding: such as required. 

• Internal Collaboration: Work cross-functionally to execute on partner related initiatives.

What You’ll Need

• Experience: 7+ years of success in technology channel sales, preferably within colocation, cloud, or network services.
• Strategic & Tactical Alignment: Proven ability to build C-level relationships within partner organizations and align their business goals with Digital Realty’s value proposition to secure executive sponsorship of co-selling.
• Technical Literacy: Strong understanding of hybrid cloud architectures, data trends (AI, IoT), and data center infrastructure.
• Collaborative Mindset: A "One Team" approach to sales, with a track record of supporting field sales teams to achieve mutual wins.
• Travel: up to 30% of time
• Communication: Strong written, verbal and presentation skills. 

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company’s global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ f