Senior Manager, Alliance Partners
60 london wall, London
Your role
This role is for an individual who thrives in creating, managing and growing new and existing Alliance partnerships. Your primary objective is to bring day-to-day leadership and structure to our efforts with select partners and to develop areas of collaboration and innovation leading to sales growth. You can expect to interact with a broad array of partners and senior executives, allowing you to expand your knowledge as well as leveraging and growing your professional network.
The position is based in London, UK although the role is global and therefore at times you may be required to travel from time to time. You will work with colleagues across several functional areas of the business including sales & marketing, business strategy, product portfolio, legal, finance, accounting, taxation, and customer service, among others located in EMEA, the U.S., and APAC regions.
What you’ll need
- Batchelors degree or equivalent professional experience; An MBA is a plus.
- 5+ years’ experience as a quota-carrying sales and/or partnership / channel sales management professional.
- Managing partner C-Level relationships including financial (revenue) and legal (contractual) interactions.
- Previous experience in developing and running go-to-market and marketing programs for partnerships and/or channel - indirect sales organization
- Develop overall partnering strategy and approach that is consistent with Digital Realty’s Go To Market and Routes to Market capabilities.
- Manage the partner and DLR relationships including:
- Develop relationships with senior executives across partnership accounts.
- Develop relationships with DLR sales, marketing, product, legal, portfolio teams, among others.
- Monetize partner relationships to drive incremental revenue growth by obtaining buy-in for DLR’s value proposition across partner organizations.
- Develop demand generation, sales enablement tools, and KPI’s with our Partner Marketing team for partner sales teams including:
- Develop strategies for demand generation campaigns.
- Assist with creation of marketing content and other sales enablement materials.
- Create sales programs such as special offers, incentives, and marketing campaigns.
- Create and maintain account mapping and contact lists.
- Develop and manage sales opportunities including:
- Qualify incoming sales opportunities from partners and from DLR sales professionals.
- Nurture opportunities to execution
- Track sales opportunities to ensure follow-through.
- Register deals and input opportunities in salesforce.com; track and resolve any conflicts.
- Work with DLR sales professionals on pricing, inventory delivery capabilities, and dates
- Educate the sales teams internally and with our partners on the joint value proposition via:
- Web based training programs.
- Face-to-face meetings with partner sales executives.
- Periodic training sessions such as “lunch-n-learn” programs for regional sales teams.
- Continually assess and refine the joint value proposition and go-to-market model(s) to drive effectiveness and overall results.
A bit about us
Interxion: A Digital Realty Company, is a leading provider of carrier and cloud-neutral data centre services across EMEA. With more than 700 connectivity providers in over 100 data centres across 13 European countries, we are at the heart of the internet – powering finance, communication, healthcare, creativity, entertainment, life. As part of Digital Realty, our customers now have access to 49 metros across six continents. We’ve 2,800+ colleagues around the world who work together, come up with life-changing solutions and create connections that matter every day.
What we can offer you
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. This is an exciting time to join our business so apply now and make your mark on our future.
