Director, Global Alliances
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. Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company’s global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents. Our Business Development team is at the forefront of Digital Realty’s growth strategy. We work closely with Sales, Marketing, and Technology teams to develop and execute strategic partnerships and go-to-market initiatives that expand customer reach and accelerate revenue. Through deep market insight and strong partner relationships, we help shape long-term growth opportunities and deliver value for customers around the world. 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.
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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
