Director, Channel & Alliances

Digital Realty; San Francisco (CA); On-site; USD 140,000 - 177,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401k match

Stock purchase plan

Paid time off

Job summary

Digital Realty is seeking a Director, Global Alliances Partner Manager to lead and expand strategic alliances with CISCO, NVIDIA, and other partners in a global context. This role focuses on joint value creation, GTM execution, and partner enablement across hybrid IT and cloud offerings.

You will drive joint planning, negotiate MSAs, and coordinate cross‑functional teams to maximize revenue growth and enterprise opportunities.

Qualifications

• Bachelor’s degree in Business, Marketing or related field.
• 10+ years of alliances or channel sales experience.
• Proven success driving joint sales motions with CISCO, NVIDIA or other technology alliances.
• Strong relationship management and executive communication.
• Travelと40–50% willingness.
• Familiarity with data center, hybrid IT or enterprise IT.

Responsibilities

• Identify, onboard, and manage alliance partners to strengthen Digital Realty’s ecosystem.
• Serve as the primary contact for alliance sales teams and maintain alignment at all levels.
• Drive joint business planning and GTM strategies with alliance stakeholders.
• Negotiate and oversee partner agreements, MSAs, and joint GTM models.
• Educate internal sellers and partner sellers with assets and training materials.
• Act as trusted advisor to alliance and channel partners during pursuits.
• Track joint pipeline, forecast revenue impact, and report progress to leadership.

Skills

Alliance management

Channel sales

Executive communication

CRM tools

Education

Bachelor’s degree in Business, Marketing or related field

Tools

Salesforce

Job description

Position Title: Director, Global Alliances Partner Manager

Location: San Francisco, CA

About Digital Realty

Digital Realty delivers a full spectrum of data center, colocation and interconnection solutions, operating a global data center platform that powers innovation and supports enterprise infrastructure.

What You’ll Do

Strategic Alliance Development

• Identify, onboard, and manage relationships with CISCO and NVIDIA alliance partners to strengthen Digital Realty’s ecosystem.
• Serve as the primary point of contact for alliance sales teams, building trust and alignment at all levels.
• Drive joint business planning with alliance stakeholders to define shared goals, target accounts, and growth strategies.
• Negotiate and oversee partner agreements, MSA’s, and joint GTM models, ensuring compliance and long‑term value creation.

Joint Value Proposition & Solutions

• Co‑develop joint value propositions with alliance partners that clearly articulate the benefits of combined offerings.
• Package and position joint solutions tailored to customer needs across hybrid IT, cloud, and digital infrastructure.
• Collaborate with Solutions Architects and Product Marketing to ensure technical and commercial alignment.

Go‑to‑Market (GTM) Execution

• Build and execute joint GTM plans with alliance partners, including marketing campaigns, field events, and demand generation activities.
• Establish coordinated sales engagement models for Digital Realty, alliance partners, and mutual route‑to‑market partners.
• Design and execute multi‑party route‑to‑market strategies integrating CISCO, NVIDIA, ISVs, VAR’s, NSP, and GSI solutions.
• Support joint pursuits with account planning, deal strategy, and sales enablement resources.

Sales Enablement & Partner Support

• Educate internal sellers, alliance partner sellers and mutual channel partners on Digital Realty’s solutions, tools, and sales processes. Provide internal sales and alliance partner field‑ready sales assets, case studies and training materials to accelerate partner‑led sales motions.
• Act as a trusted advisor to alliance and channel partners during customer pursuits.

Pipeline & Revenue Growth

• Build and manage a shared sales pipeline with alliance partners and channel partners.
• Track joint deal activity, forecast revenue impact, and report progress to leadership.
• Ensure joint selling contributes to Digital Realty’s enterprise new‑logo opportunity creation and revenue growth objectives.

Marketing, Promotion & Events

• Plan and execute joint demand‑generation campaigns and thought‑leadership initiatives with CISCO and NVIDIA partners.
• Manage Digital Realty’s presence at major CISCO, NVIDIA and industry events (e.g., Nvidia GTC, Cisco Live, SuperCompute).
• Coordinate with CISCO and NVIDIA marketing teams on joint collateral, customer success stories, digital campaigns and press releases.

Cross‑Functional Collaboration

• Partner with Digital Realty field sales, marketing, product and CTO organization to ensure seamless joint execution.
• Partner with Business Development on GTM planning and joint solution creation with alliance partners.
• Engage Channel Sales teams to activate and expand selling through mutual route‑to‑market partners.
• Facilitate regular QBRs and performance reviews with alliance and internal stakeholders.

What You’ll Need

• 10+ years of experience in alliances, channel sales or partner management within OEM, data center or enterprise IT industry.
• Demonstrated success driving joint sales motions with CISCO, NVIDIA or other technology alliances in the enterprise market.
• Strong understanding of channel ecosystems, multi‑party go‑to‑market and partner‑led go‑to‑market strategies.
• Excellent relationship management, interpersonal and executive communication skills.
• Proven ability to manage joint pipeline and deliver measurable revenue contribution.
• Bachelor’s degree in Business, Marketing or related field.
• Ability to travel 40–50 %.
• Prefer candidates with experience with CISCO, NVIDIA, global technology alliances and JGTM.
• Familiarity with colocation, interconnection, hybrid cloud and enterprise IT infrastructure.
• Strong program execution skills, balancing strategic planning and tactical delivery.
• Experience using CRM and partner management tools (Salesforce preferred).

Qualifications

• Bachelor’s degree in Business, Marketing or related field – 10–15 years of quota‑carrying sales experience in technology or related industry.
• Proven track record of exceeding sales targets in enterprise and channel environments.
• Advanced verbal, analytical, presentation and writing skills.
• Demonstrated expertise in negotiation, conflict resolution and leadership.

Benefits & Compensation

Compensation range: $140,000 to $177,000 per year. The pay range represents the company’s good faith belief as to what it will pay as a base salary for this position at the time of posting. Benefits include medical, dental, vision, life and AD&D insurance, 401k match, disability benefits, wellness and education benefits, employee stock purchase plan, paid time off, holidays and more.