Director

• 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.

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