Digital Realty

Director, Global Alliances

Digital Realty

full-time

Posted on:

Location Type: Hybrid

Location: Dallas • Texas • United States

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Job Level

Lead

Tech Stack

Cloud

About the role

  • 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

Requirements

  • 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).
Benefits
  • 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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partner managementchannel salesjoint sales motionspipeline managementnegotiating partner agreementsgo-to-market (GTM) frameworksaccount planningsales enablementdemand generationrevenue forecasting
Soft Skills
executive communicationrelationship managementinfluencing skillsprogram executionstrategic planningtactical deliverycollaborationtrust buildingleadershipcross-functional teamwork