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About the role
- Senior Director leading Global Alliances strategy at Digital Realty, managing partner ecosystem and driving joint selling success. Focused on executive engagement with technology firms and channel partners.
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
Requirements
- 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, cloud, or data center industries
- Strong track record of driving revenue growth through joint selling with OEMs, hyperscalers, or strategic technology alliances
- Exceptional executive relationship management and negotiation skills
- Strong business acumen, with ability to align alliance strategies to enterprise growth goals
- Bachelor’s degree required; MBA or advanced degree preferred
- Deep knowledge of data center, colocation, interconnection, and hybrid cloud infrastructure
- Experience managing global alliances with OEMs or hyperscalers
- Strong program execution skills, balancing strategic vision with operational discipline
- Familiarity with CRM and partner management systems (Salesforce preferred)
Benefits
- Competitive salary
- Excellent benefits
- Flexible working hours
- Professional development opportunities
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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