Director, Channel & Alliances

About the role

The ideal candidate will combine global alliance management expertise, preferably CISCO, NVIDIA expertise, with OEM and technology /channel sales execution in the Enterprise, driving results through collaboration, joint planning, field alignment, and engagement.

Responsibilities

• 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.
• Packaging and positioning 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, NVIDIA partners.
• Manage Digital Realty’s presence at major CISCO, NVIDIA and industry events (e.g., Nvidia GTC, Cisco Live, SuperCompute etc...).
• Coordinate with CISCO, NVIDIA marketing teams on joint collateral, customer success stories, and digital campaigns and press releases.
• Cross-Functional Collaboration
• Partner with Digital Realty field sales, marketing, product, 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.

Requirements

• 10+ years of experience in alliances, channel sales, or partner management within the OEM, data center, and enterprise IT industry.
• Demonstrated success driving joint sales motions with CISCO, NVIDIA, 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, with ability to balance 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

Skills

• Strategic Alliance Management
• Joint Business Planning
• Multi-party Go-To-Market Strategies
• Channel Ecosystem Expertise
• Relationship Management
• Executive Communication
• Revenue Management
• CRM and Partner Management Tools
• Colocation, Interconnection, Hybrid Cloud, and Enterprise IT Infrastructure Knowledge
• Leadership and Negotiation Skills
• Advanced Verbal, Analytical, Presentation, and Writing Skills
• Conflict Resolution
• Quota-Carrying Sales Experience
• Technology Industry Expertise

Benefits

This compensation 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 this 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.