Sr. Manager, Channel & Alliances

Digital Realty • Markham, ON

14d

About The Position

As a Channel Account Manager at Digital Realty, you will be a strategic driver
of revenue growth by cultivating a high-performing partner ecosystem. Your
primary mission is to work collaboratively with the local sales team to
increase
partner-sourced funnel
and
bookings. You will act as the bridge between
our global data center platform, sales, and key partners, including
resellers,
VARs, MSPs, alliances and referral agents.

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.

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.

Requirements

• Experience: 5+ 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 while simultaneously bring Digital Realty Sales and Partner Sellers together.
• 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 50% of time
• Communication: Strong written, verbal and presentation skills.

Responsibilities

• Partner Funnel Development: Identify and recruit high-potential partners and/or partner sellers to expand Digital Realty’s market reach, ensuring a healthy pipeline of new logo opportunities.
• Sales Teamwork: Partner with the local sales team to facilitate joint account planning and ensure seamless co-selling execution.
• Enablement & Training: Lead training sessions to ensure partners can effectively position Digital Realty’s colocation and interconnection solutions, specifically leveraging PlatformDIGITAL®.
• Advocacy: Serve as the primary internal advocate for partners in your region, navigating the Digital Realty organization to solve complex challenges and expedite deal approvals.
• Program Competency: Ability to internalize and speak to the Digital Realty Partner Program and the underlying benefits and mechanics.
• Internal Collaboration: Work across orgs internally including Marketing, Engineering, Architects, etc. to facilitate and execute on Partner related projects and events.
• Business Planning: Participate in joint business planning and QBRs both internally and externally.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees