Channel and Alliances Manager
Digital Realty
full-time
Posted on:
Location Type: Hybrid
Location: Dallas • Texas • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Identify, qualify, and recruit high-potential partners using targeting scorecards and partner profiles.
- Evaluate partner capabilities, customer base, and geographic coverage to ensure strategic alignment.
- Manage the end-to-end partner onboarding process including application, approval, and integration into the partner program.
- Engage cross-functional teams including Solutions Architects, Product Management, and Sales Engineering to develop integrated partner offerings.
- Facilitate the creation of joint value propositions and solution bundles tailored to key industries and verticals.
- Ensure alignment between Digital Realty capabilities and partner services.
- Develop GTM materials and enablement content including sales playbooks, use cases, and partner portal resources.
- Establish sales rules of engagement and coordinate partner onboarding plans.
- Work with Channel Marketing to execute joint campaigns and first-deal strategies.
- Drive pipeline generation, lead management, and support the deal lifecycle through to close and post-sales engagement.
- Serve as the main point of contact for strategic partners within the assigned region.
- Maintain and grow long-term partner relationships through ongoing communication, performance reviews, and collaborative planning.
- Align and engage executive sponsors from both Digital Realty and partner organizations.
- Lead partner training sessions and provide resources to accelerate activation.
- Ensure partner sellers understand how to position Digital Realty solutions and engage internal teams effectively.
- Track and improve partner readiness across sales, technical, and operational engagement.
- Participate in joint business planning and conduct regular quarterly business reviews (QBRs).
- Maintain accurate deal tagging and funnel visibility within CRM systems.
- Monitor and report on partner performance, revenue targets, and strategic initiatives.
- Collaborate with Field Sales, Sales Engineers, Marketing, Customer Fulfillment, Data Center Operations, and Sales Operations.
- Align marketing and co-investment strategies to support partner-specific plans.
- Champion internal education and awareness around partner initiatives and value propositions.
- Tailor messaging to partner business objectives, highlighting the mutual value of joint offerings.
- Articulate the business case for partnership with Digital Realty.
Requirements
- 5+ years of channel sales or partner management experience in the data center, cloud, network, or hyperscaler ecosystem.
- Demonstrated success in partner recruitment, enablement, and co-selling in an enterprise B2B environment.
- Deep understanding of indirect sales models, reseller and agent frameworks, and solution selling.
- Bachelor’s degree required; business or technical discipline preferred.
- Strong interpersonal, presentation, and communication skills.
- Familiarity with CRM and partner tools; Salesforce experience a plus.
- Willingness to travel up to 20–25%.
Benefits
- Health and Safety
- Competitive compensation package
- Excellent benefits
- Development opportunities
- Supportive and inclusive environment
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
partner recruitmentpartner enablementco-sellingindirect sales modelsreseller frameworksagent frameworkssolution sellingpipeline generationdeal lifecycle managementperformance monitoring
Soft skills
interpersonal skillspresentation skillscommunication skillscollaborative planningrelationship managementtraining facilitationstrategic alignmentexecutive engagementtailored messagingbusiness case articulation
Certifications
Bachelor’s degree