Identify, onboard, and manage strategic Global System Integrator (GSI) partners to strengthen Digital Realty’s global alliance ecosystem
Serve as the primary point of contact for alliance partner sales and leadership teams, building trusted relationships at all levels
Drive joint business planning with partners, including shared goals, target accounts, and growth strategies
Build and execute joint go-to-market (GTM) plans, including field engagement models, demand generation, and partner-led sales motions
Design and activate multi-party routes to market integrating GSIs, OEMs, ISVs, VARs, and cloud partners
Support joint customer pursuits through account planning, deal strategy, and sales enablement
Co-develop joint value propositions and packaged solutions aligned to customer needs across hybrid IT, cloud, and digital infrastructure
Enable internal sellers, alliance partner sellers, and mutual channel partners with field-ready sales assets and training
Build, manage, and forecast shared pipeline and revenue with alliance and channel partners
Plan and execute joint marketing initiatives, industry events, and thought-leadership activities with GSI partners
Facilitate regular QBRs and performance reviews with alliance and internal stakeholders

10+ years of experience in alliances, channel sales, or partner management within enterprise IT, cloud, or data center environments
Demonstrated success driving joint sales motions with Global System Integrators (GSIs), technology alliances, OEMs, or hyperscalers
Strong understanding of partner ecosystems and multi-party go-to-market models
Proven ability to build and manage joint pipeline and deliver measurable revenue impact
Experience negotiating and managing partner agreements, including MSAs and joint GTM frameworks
Excellent executive communication, relationship management, and influencing skills
Strong program execution skills with the ability to balance strategic planning and tactical delivery
Experience collaborating cross-functionally with sales, marketing, product, and technical teams
Bachelor’s degree in Business, Marketing, or a related field
Experience using CRM and partner management tools (Salesforce preferred).

Our rapidly evolving business sector offers the opportunity to be part of a passionate and collaborative global team.
You’ll work in a supportive and inclusive environment.
Partner across functions, challenge the status quo, and have access to development opportunities that enable you to build a rewarding and successful career at Digital Realty.

Director, Global Alliances

Key skills