Digital Realty, Inc.
Job Title: Channel & Alliances Manager (CAM)
Location: Chicago, IL
Your Role
As a Channel & Alliances Manager at Digital Realty, you will drive partner-connected revenue growth by cultivating a high-performing partner ecosystem and optimizing partnership production. Your primary mission is to work collaboratively with the regional sales team to increase partner-connected funnel and bookings . You will act as the bridge between our global data center platform, our sellers and key partners -- including Resellers, VARs, MSPs, OEM Alliances and Referral Agents .
What you will do: Secure and maintain Partner Senior Executive and Partner Sales Leader alignment: Serve as expert on partners’ sales organization and leadership structure, developing appropriate pairings with Digital Realty to lay the foundation for sustained productive partnership and maximum sponsorship of co-selling efforts.
Drive Partner Co-Selling Activities:
Actively facilitate joint account planning and collaboration between partner sellers and Digital Realty sellers to uncover opportunities and build partner-connected funnel and a multi-quarter pipeline of new logo opportunities.
Enablement & Training: Lead training sessions to enable partners to effectively position Digital Realty’s colocation and interconnection solutions, specifically leveragingPlatformDIGITAL® and the opportunity partners have to integrate colocation with their existing sales of leading technology vendor hardware required to support the AI, Network Transformation and Hybrid Multi-Cloud ambitions of mutual potential customers.
Partner Advocacy: Operate as a primary internal advocate for partners in your region, navigating the Digital Realty organization to solve partner challenges, expedite approvals and champion partner-centricity.
Partner Marketing: Identify logical intersections within Partner’s own Marketing where joint value can be promoted to Partner customers and prospects, lead the associated planning and ensure successful promotion and execution.
Partner Governance: Proactively assist in gathering funnel corroboration so Digital Realty’s sales forecasting benefits from the partners’ lens, particularly when the path to paper is through the partner.Maintain excellent SFDC hygiene.Own cadences for regular partner funnel reviews, QBRs and publishing partner externally.
Partner Program Competency: Proactively articulate the benefits and mechanics of Digital Realty’s Partner Program both internally and externally.
Partner Recruiting, Contracting and Onboarding:
such as required.
Internal Collaboration: Work cross-functionally to execute on partner related initiatives.
What You’ll Need
Experience: 7+ years of success in technology channel sales, preferably within colocation, cloud, or network services .
Strategic & Tactical Alignment: Proven ability to build C-level relationships within partner organizations and align their business goals with Digital Realty’s value proposition to secure executive sponsorship of co-selling.
Technical Literacy: Strong understanding of hybrid cloud architectures, data trends (AI, IoT), and data center infrastructure.
Collaborative Mindset: A "One Team" approach to sales, with a track record of supporting field sales teams to achieve mutual wins.
Travel: up to 30% of time
Communication: Strong written, verbal and presentation skills.
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 25+ countries on six continents.
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 work 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.
Apply today, take charge of your career and grow your talents with us.
Health and Safety Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.
Our Compensation Philosophy Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
NOTES: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled. All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major rating agencies.
Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.
#J-18808-Ljbffr
What you will do: Secure and maintain Partner Senior Executive and Partner Sales Leader alignment: Serve as expert on partners’ sales organization and leadership structure, developing appropriate pairings with Digital Realty to lay the foundation for sustained productive partnership and maximum sponsorship of co-selling efforts.
Drive Partner Co-Selling Activities:
Actively facilitate joint account planning and collaboration between partner sellers and Digital Realty sellers to uncover opportunities and build partner-connected funnel and a multi-quarter pipeline of new logo opportunities.
Enablement & Training: Lead training sessions to enable partners to effectively position Digital Realty’s colocation and interconnection solutions, specifically leveragingPlatformDIGITAL® and the opportunity partners have to integrate colocation with their existing sales of leading technology vendor hardware required to support the AI, Network Transformation and Hybrid Multi-Cloud ambitions of mutual potential customers.
Partner Advocacy: Operate as a primary internal advocate for partners in your region, navigating the Digital Realty organization to solve partner challenges, expedite approvals and champion partner-centricity.
Partner Marketing: Identify logical intersections within Partner’s own Marketing where joint value can be promoted to Partner customers and prospects, lead the associated planning and ensure successful promotion and execution.
Partner Governance: Proactively assist in gathering funnel corroboration so Digital Realty’s sales forecasting benefits from the partners’ lens, particularly when the path to paper is through the partner.Maintain excellent SFDC hygiene.Own cadences for regular partner funnel reviews, QBRs and publishing partner externally.
Partner Program Competency: Proactively articulate the benefits and mechanics of Digital Realty’s Partner Program both internally and externally.
Partner Recruiting, Contracting and Onboarding:
such as required.
Internal Collaboration: Work cross-functionally to execute on partner related initiatives.
What You’ll Need
Experience: 7+ years of success in technology channel sales, preferably within colocation, cloud, or network services .
Strategic & Tactical Alignment: Proven ability to build C-level relationships within partner organizations and align their business goals with Digital Realty’s value proposition to secure executive sponsorship of co-selling.
Technical Literacy: Strong understanding of hybrid cloud architectures, data trends (AI, IoT), and data center infrastructure.
Collaborative Mindset: A "One Team" approach to sales, with a track record of supporting field sales teams to achieve mutual wins.
Travel: up to 30% of time
Communication: Strong written, verbal and presentation skills.
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 25+ countries on six continents.
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 work 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.
Apply today, take charge of your career and grow your talents with us.
Health and Safety Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.
Our Compensation Philosophy Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
NOTES: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled. All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major rating agencies.
Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.
#J-18808-Ljbffr