Sr. Director Global Alliances

Position Title: Senior Director, Global Alliances

Location: Dallas, TX

Your role 

Digital Realty is seeking a dynamic, results-oriented Senior Director, Global Alliances to lead its Alliance ecosystem partner strategy and a team of Alliance partner managers responsible for driving joint selling with strategic alliance partners. This leader will own the strategy, execution, and performance of Digital Realty’s Technology Alliances portfolio, ensuring strong external-facing engagement with peers at prioritized Alliances, steering coordinated account mapping and opportunity creation through our respective field sellers and common channel partners, driving measurable contribution to the business.

The Senior Director will manage and mentor a team of alliance partner managers, provide executive-level engagement with key alliance stakeholders, and align internal cross-functional resources to maximize the impact of each partnership. This role is pivotal in scaling Digital Realty’s presence across the global partner ecosystem and enabling joint success with top tier technology companies.  They must be a strong cross-functional senior partner – naturally collaborating with Global Partner Sales, Business Development, Partner Marketing and the Chief Technology organization.

What you’ll do 

Leadership & Team Management

• Lead, coach, and develop a team of alliance partner managers focused and goaled on major alliances and the adjacent execution with top channel partners in common.
• Set clear goals, KPIs, and performance metrics to ensure consistent joint selling execution.
• Foster a collaborative, high-performance culture across the alliances organization with a commitment to beget maximum opportunity creation.

  Alliance Strategy & Executive Engagement

• Define and execute the global partner sales strategy and execution plan for each of Digital Realty’s prioritized technology alliances.
• Serve as a senior executive liaison with alliance leadership, building trust and long-term strategic alignment.
• Develop multi-year joint business plans with alliances, including revenue targets, solution strategies, and ecosystem activation.

  Joint Selling & Ecosystem Activation

• Oversee the execution of joint selling between Digital Realty, alliance sales teams, and mutual channel partners.
• Ensure alignment on joint value propositions within alliance sales motions and field execution.
• Champion “triangulated selling” — activating opportunities that engage alliances, channel partners, and Digital Realty field sales together.

  Go-to-Market (GTM) Leadership

• Guide the development of global joint GTM strategies with technology alliances, including marketing campaigns, field enablement, and demand generation.
• Team with Partner Marketing to deliver co-branded content, joint use cases, and event participation.
• Ensure consistency and scalability of GTM execution across all OEM partnerships.

   Pipeline & Revenue Accountability

• Drive accountability for joint pipeline creation, management, and reporting across all alliances and surface insights on the production with partners in common. 
• Regularly review performance with alliance managers to ensure opportunities are progressing through the funnel.
• Report alliance revenue contribution and performance to the SVP of Global Channels and Alliances and Digital Realty’s senior leadership team.

   Cross-Functional Collaboration

• Partner with the whole of Channels & Alliances, Field Sales, Product, Marketing, Operations, and the CTO organization to ensure alliance alignment across all functions.
• Work closely with the Channel Sales team to activate joint opportunities with mutual channel partners.
• Facilitate executive QBRs with internal and external stakeholders to measure progress and reset priorities.

What you’ll need

• 10+ years of experience in alliances, channel sales, or partner leadership, with at least 5 years in a director or senior management role.
• Proven success building and leading high-performing partner or alliances teams in technology