Director, Global Alliances

Digital Realty Global • Dallas, TX

1d

About The Position

The Global Alliance Manager – GSI is responsible for building, managing, and expanding strategic Global System Integrator (GSI) partnerships to drive joint go-to-market (JGTM) execution and revenue growth for Digital Realty. This role focuses on aligning strategy, enabling joint field execution, and activating multi-party routes to market across GSIs, OEMs, ISVs, VARs, and cloud partners. This individual serves as a senior partner-facing leader, collaborating closely with internal sales, marketing, product, and technical teams to deliver measurable pipeline growth and enterprise customer adoption of Digital Realty solutions.

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)

Responsibilities

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director