Alliances Manager

Digital Realty•Los Angeles, CA

About The Position

As a Global Alliance Manager at Digital Realty, you will lead and expand our joint-go-to-market (JGTM) initiatives with OEM partners. Reporting to the Global Head of Strategic Alliances, you will be responsible for building and managing relationships with strategic alliance partners to drive joint selling opportunities and revenue growth. You will coordinate joint go-to-market strategies, enable partner sales teams, and activate multi-party route-to-market strategies, including with channel partners, GSIs, Service Providers, and OEMs, to expand customer reach and accelerate the adoption of Digital Realty solutions. This role requires 40%–50% travel and offers the opportunity to drive collaboration and measurable business impact at a global scale.

Requirements

10+ years in alliances, channel sales, or partner management within the data center, cloud, or enterprise IT industry.
Demonstrated success driving joint sales with OEMs, technology alliances, or hyperscalers.
Strong knowledge of channel ecosystems, multi-party GTM, and partner-led sales strategies.
Proven relationship management and executive communication abilities.
Experience managing joint sales pipelines and driving measurable revenue contribution.
Bachelor’s degree in Business, Marketing, or a related field.

Nice To Haves

Experience with OEMs, global technology alliances, or systems integrators (preferred).
Familiarity with colocation, interconnection, hybrid cloud, and enterprise IT infrastructure (preferred).
Strong program execution and the ability to balance strategic and tactical delivery (preferred).
Experience with CRM and partner management tools such as Salesforce (preferred).

Responsibilities

Identify, onboard, and manage relationships with key technology alliance partners to strengthen Digital Realty’s ecosystem.
Serve as the primary point of contact for alliance sales teams and foster trust and alignment at all levels.
Drive joint business planning with alliance stakeholders, defining shared goals and growth strategies.
Negotiate and oversee partner agreements, including MSAs and joint GTM models.
Co-develop joint value propositions and package solutions tailored to hybrid IT, cloud, and digital infrastructure needs.
Build and execute joint go-to-market plans, including marketing campaigns, field events, and demand generation activities.
Design and execute multi-party route-to-market strategies with OEMs, ISVs, VARs, GSIs, and cloud partners.
Support account planning, deal strategy, and provide sales enablement resources to joint sales pursuits.
Educate internal sellers and alliance/channel partners on Digital Realty’s solutions and provide sales assets, case studies, and training.
Build and manage a shared sales pipeline, track joint deal activity, and report on revenue impact.
Plan and execute joint demand-generation campaigns and manage event presence at major OEM and industry gatherings.
Collaborate cross-functionally with field sales, marketing, product, and CTO teams; facilitate QBRs and performance reviews.