Senior Director, Business Development

Digital Realty Global•Austin, TX

About The Position

As the Director, Market and Business Development -Healthcare and Life Sciences Ecosystems, you will take charge of our global ecosystem initiatives for our Healthcare & Life Sciences vertical with the relevant enterprise accounts together with our service provider community across cloud, application platform, and key technology and delivery partners. As a key member of the Market & Business Development team, you will identify and assess market opportunity and what it takes to capture it at scale. The role will lead building deep relationships with targeted accounts, develop a keen understanding of their infrastructure needs, and connect our product and capital investments to meet their growth ambitions.

Requirements

Bachelor's degree; MBA a plus
15+ years business experience in a Healthcare & Life Sciences company or IT vendor focused on this vertical
Strong track record in partnerships, alliances, or business development within the Healthcare & Life Sciences technology ecosystem
Established Network: A strong network of industry experts, customers, suppliers, and partners at decision-making and influencer level.
Proven Track Record: Extensive experience in business development or strategic selling within the Healthcare & Life Sciences IT industry, with a history of delivering measurable results.
Business Development Skills: Exceptional ability to articulate value propositions and close complex partnership agreements in a multinational, senior-level setting.
Global Perspective: Fluent English communication skills, both written and verbal, with experience working across cultures.
Flexibility: Willingness and ability to travel internationally as needed.

Responsibilities

Go-to-Market Leadership Develop and execute a vertical-specific growth strategy across multiple Healthcare & Life Sciences sub segments including pharmaceuticals biotech, medtech, financing and insurance players, healthcare public and private sector, research organizations and startups
Identify and prioritize ecosystem magnet accounts that influence broader customer adoption
Craft value propositions that emphasize performance, neutrality, interconnection, and compliance-readiness
Ecosystem Development Build and scale Healthcare & Life Sciences hubs across key metros by attracting interconnected participants (exchanges, market data vendors, cloud access points, pharma and health tech, analytics providers, research, etc.).
Engage directly with customers to align platform capabilities to their business models and workload patterns.
Product & Infrastructure Partnership Partner with Product and Engineering to deliver technical capabilities specific to Healthcare & Life Sciences: Equidistant cabling to major exchanges High density AI requirements Low-latency interconnection infrastructure Regulatory requirements
Acquisitions & Investments Collaboration Work with the Acquisitions & Investments team and New Market Development team member to support location assessments for potential builds, acquisitions, or partnerships that enhance our value to Healthcare & Life Sciences customers.
Regulatory Engagement Partner with Legal and Policy to engage with regulators and industry bodies.
Advocate for policies that promote infrastructure neutrality, reduce systemic vendor risk, and encourage more competitive infrastructure markets.
Cloud & Technology Ecosystem Integration Collaborate with cloud providers to support exchanges and Healthcare & Life Sciences platforms operating within or adjacent to public cloud zones.
Build alliances with industry specific service providers that colocate infrastructure for ecosystems in their cages.
Executive Sales Support & Strategic Pursuits Support enterprise sales teams by joining key meetings and engagements, particularly at the executive level.
Shape messaging and solution positioning for strategic accounts and complex opportunities.
Act as an executive sponsor and content lead for large or transformational deals.
Cross-Functional Team Leadership for Strategic Workloads Organize and lead cross-functional pursuit teams, especially for AI/ML, real-time risk, or other high-value workloads that cut across traditional org lines.
Ensure coordination across power, network, cloud, compliance, and solution engineering functions.
Internal Knowledge Sharing Lead knowledge sharing across the company by providing regular market intelligence, deal updates, and learning sessions for internal teams.
Help align sales, product, and marketing teams to emerging trends and buyer behavior Healthcare & Life Sciences.
Customer Segmentation & Reporting Frameworks Build and maintain a robust reporting and segmentation model for the vertical, tracking key customer types, ecosystem engagement, and sales pipeline metrics.
Use data to drive internal prioritization and GTM alignment.
Thought Leadership & Public Representation Represent Digital Realty at Healthcare & Life Sciences tech industry events and speak as a subject matter expert to both internal and external audiences.
Contribute articles, white papers, or executive briefings that elevate our presence in the vertical.