Sr. Manager, Channel & Alliances

Your role

Digital Realty is seeking a dynamic and experienced Channels & Alliances Manager (CAM) to join our growing Global Channels & Alliances Team. We specialize in providing foundational digital infrastructure and data center solutions, catering to the ever-evolving needs of businesses worldwide. You’ll play a crucial role in establishing and maintaining strategic relationships with key Channel Partners, facilitating collaboration with the Digital Realty Field Sales force in service to mutual end customers, and driving shared production that helps both companies achieve their business objectives.

What you’ll do 

• Manage Partner Growth and Engagement: Recruit new high-potential channel partners, manage existing relationships, troubleshoot deal registration issues, and drive joint pipeline development to exceed indirect sales targets.
• Research and Understand Partnerships: Continuously monitor and analyze the assigned partner’s business, including any relevant changes that may impact the partnership's current and future success.
• Develop Enablement Programs: Create and execute technical enablement plans to educate both Digital Realty and partner sellers, ensuring they are well-equipped to drive success.
• Advocate for Digital Realty to Partners: Promote Digital Realty’s offerings to the partner community through events, webinars, and direct communication, ensuring a strong brand presence.
• Promote Seller Collaboration: Encourage engagement and collaboration between Digital Realty sellers and partner sellers, focusing on shared accounts and sales pursuits.
• Update and Share Partner Sales Plans: Regularly update and communicate sales plans to both internal teams and external partners to ensure alignment and achieve shared goals.
• Facilitate Maximum Engagement: Foster collaboration and alignment between senior executives and sales leadership at Digital Realty and partner organizations.
• Coordinate Cross-functional Alignment: Collaborate with internal teams, such as Solutions Architects, Sales Engineers, and Product Management, to ensure alignment on technical positioning and the joint value proposition.

What you’ll need

• Minimum 7 years of Channel / Partner Management experience
• Bachelor’s Degree or equivalent desired
• Understanding of Channel Sales, Partner Programs, and technology Partner Ecosystems
• Working knowledge of Data Center, Networks, Cloud, Hybrid IT, AI technologies
• Experience analyzing data 
• Willingness to travel up to 30%

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. 

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers. 

Join us and you’ll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you’ll get to collaborate with people from different business areas, challenge the way we do things and put your ideas into action. We’ll also give you plenty of development opportunities so you can build a rewarding and successful career with us.