Director, Channel & Alliances

Digital Realty•San Francisco, CA

6d•$140,000 - $177,000•Onsite

About The Position

Digital Realty is seeking an experienced Global Alliances Partner Manager to lead and expand our joint-go-to-market (JGTM) initiatives with CISCO and NVIDIA partners. This individual will be responsible for building and managing relationships with CISCO and NVDIA to drive joint selling opportunities and revenue growth. This role focuses on coordinating joint go-to-market strategies, enabling partner sales teams, and activating multi-party route-to-market strategies with common channel partners, to expand customer reach and accelerate adoption of Digital Realty solutions. The ideal candidate will combine global alliance management expertise, preferably CISCO, NVIDIA expertise, with OEM and technology /channel sales execution in the Enterprise, driving results through collaboration, joint planning, field alignment, and engagement.

Requirements

10+ years of experience in alliances, channel sales, or partner management within the OEM, data center, and enterprise IT industry.
Demonstrated success driving joint sales motions with CISCO, NVIDIA, technology alliances in the enterprise market.
Strong understanding of channel ecosystems, multi-party go-to-market, and partner-led go-to-market strategies.
Excellent relationship management, interpersonal, and executive communication skills.
Proven ability to manage joint pipeline and deliver measurable revenue contribution.
Bachelor’s degree in Business, Marketing, or related field.
Ability to travel 40-50%
Experience using CRM and partner management tools (Salesforce preferred).

Nice To Haves

Prefer candidates with experience with CISCO, NVIDIA, global technology alliances and JGTM.
Familiarity with colocation, interconnection, hybrid cloud, and enterprise IT infrastructure.

Responsibilities

Identify, onboard, and manage relationships with CISCO and NVIDIA alliance partners to strengthen Digital Realty’s ecosystem.
Serve as the primary point of contact for alliance sales teams, building trust and alignment at all levels.
Drive joint business planning with alliance stakeholders to define shared goals, target accounts, and growth strategies.
Negotiate and oversee partner agreements, MSA’s, and joint GTM models, ensuring compliance and long-term value creation.
Co-develop joint value propositions with alliance partners that clearly articulate the benefits of combined offerings.
Package and position joint solutions tailored to customer needs across hybrid IT, cloud, and digital infrastructure.
Collaborate with Solutions Architects and Product Marketing to ensure technical and commercial alignment.
Build and execute joint GTM plans with alliance partners, including marketing campaigns, field events, and demand generation activities.
Establish coordinated sales engagement models for Digital Realty, alliance partners, and mutual route to market partners.
Design and execute multi-party route-to-market strategies integrating CISCO, NVIDIA, ISVs, VAR’s, NSP, and GSI solutions.
Support joint pursuits with account planning, deal strategy, and sales enablement resources.
Educate internal sellers, alliance partner sellers and mutual channel partners on Digital Realty’s solutions, tools, and sales processes.
Provide internal sales and alliance partner field-ready sales assets, case studies, and training materials to accelerate partner-led sales motions.
Act as a trusted advisor to alliance and channel partners during customer pursuits.
Build and manage a shared sales pipeline with alliance partners and channel partners.
Track joint deal activity, forecast revenue impact, and report progress to leadership.
Ensure joint selling contributes to Digital Realty’s enterprise new logo opportunity creation and revenue growth objectives.
Plan and execute joint demand-generation campaigns and thought-leadership initiatives with CISCO, NVIDIA partners.
Manage Digital Realty’s presence at major CISCO, NVIDIA and industry events (e.g., Nvidia GTC, Cisco Live, SuperCompute etc...).
Coordinate with CISCO, NVIDIA marketing teams on joint collateral, customer success stories, and digital campaigns and press releases.
Partner with Digital Realty field sales, marketing, product, CTO organization to ensure seamless joint execution.
Partner with Business Development on GTM planning and Joint solution creation with Alliance partners.
Engage Channel Sales teams to activate and expand selling through mutual route to market partners.
Facilitate regular QBRs and performance reviews with alliance and internal stakeholders.