Global Channel Sales Operations Leader

Job Title: Global Channel Sales Operations Leader
Location: Austin, TX; Dallas, TX; Chicago, IL; Boston, MA; Ashburn, VA; Atlanta, GA

Your Role: 

We are seeking a dynamic and strategic Global Channel Sales Operations Leader to drive the operational success of our rapidly growing channel business. This leader will be responsible for overseeing a team of channel operations professionals and will play a key role in optimizing and scaling our channel ecosystem. The ideal candidate will bring a strong background in channel operations, revenue management, and data-driven decision-making to help build a best-in-class channel program.

What you’ll do 

• Lead and manage a global channel operations team, defining roles, responsibilities, and aligning execution with business priorities.
• Develop and optimize sales enablement programs for field sellers and internal channel teams to drive effective partner engagement and co-selling success.
• Oversee deal registration processes, ensuring fairness, transparency, conflict resolution, and compliance with partner policies.
• Manage and enhance channel compensation programs, including comp structure recommendations, MBO tracking, and alignment to revenue and partner goals.
• Track and manage partner incentives, rebates, and discounts, modeling proposed changes, securing approvals, and leading implementation initiatives.
• Implement and maintain technology platforms (CRM, PRM, automation, analytics) to support channel workflows, performance visibility, and global scalability.
• Develop real-time reporting frameworks and analytics, tracking partner pipeline progression, revenue impact, and ROI on channel investments.
• Establish quotas, KPIs, and go-to-market strategies (segmentation, coverage models, enablement frameworks) to drive partner engagement and revenue growth.
• Support channel marketing initiatives, ensuring partners have access to co-marketing programs, demand generation resources, and effective use of PRM platforms to accelerate sales cycles.
• Continuously monitor industry trends and best practices, driving innovation in channel operations and ensuring the company’s competitive edge.

What you’ll need 

• 10+ years of experience in channel operations within a data center, cloud, SaaS or technology-driven environment.
• Proven experience leading a global team and driving operational excellence in a high-growth channel business.
• Strong understanding of channel sales models, partner ecosystems, and go-to-market strategies.
• Expertise in deal registration, channel compensation models and management, and partner enablement frameworks.
• Proficiency in CRM, PRM, and BI tools (Salesforce, PowerBI, etc.).
• Strong analytical mindset with the ability to leverage data for strategic decision-making.
• Excellent communication and stakeholder management skills.
• Ability to thrive in a fast-paced, high-growth environment and drive change effectively.

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+ facilities in 50+ metros across 28 countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and X.

A bit about our Digital team

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships. 

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