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Digital Realty
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Sales

Channel Partner Manager

  60 london wall, London

Your role

As part of a team executing against a global channel program with Strategic Alliance, Alliance Resellers, and Agent/Referral Partners, the role of Channel & Alliances Manager will play an important part in Digital Realty’s global Sales and Marketing GTM.

This position will support our rapidly growing EMEA presence and will work closely with the Sales team to develop relationships with key accounts and to coordinate closely our go-to-market activities. The role includes bringing leadership and structure to our partnerships with IT Service Providers, Cloud and Network Service Providers, Channel Agents, Value Added Resellers, (Global) System Integrators, and Consultants, ultimately positively differentiating Digital Realty from the competition.

What you’ll need

  • Identify, deliver, and execute a partner plan for an assigned Sales region (or verticals) to meet / exceed the channel and alliances quotas and objectives. The plan to be aligned to the global Sales GTM and include key business metrics such as $GAAP incremental signings targets and new logos.
  • Continually review the existing partner landscape and identify / onboard future partners that enables Sales growth. This to be achieved through a demonstration of a deep understanding of partners’ markets, organisation, strategy, initiatives & IT projects.
  • Lead all partner marketing initiatives (e.g. webinars, conferences, events, demand generation) for the assigned Sales region working closely with the wider business and also the partner themselves to deliver compelling joint value propositions.
  • Working in collaboration with the Sales teams, manage all partner leads through the sales lifecycle including opportunity registration (ensuring channel harmony), qualification, pricing, contract negotiations, deal tracking, and contract close.
  • Manage the partner pipeline including forecasting and associated KPIs through an accurate / timely use of CRM (e.g. SFDC) and other business systems (e.g. Clari).
  • Promote awareness of the Digital Realty services and product portfolio through regular education, training, and engagement of our partners both existing and prospective.
  • Provide continuous feedback and input to the wider Channel & Alliance and Sales teams on the impact of our partner strategy to ensure we have a clearly defined and executable value proposition.
  • Special projects / assignments as required, from time to time 
  • 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.

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.

Your future colleagues

“We come together to brainstorm the best solution and approach for our customers.”

Sandra C.
Sales Director, Colocation, Singapore

“The strong team spirit across my department motivates me to perform.”

Wai Yee L.
Sales Engineer, Singapore

“There’s a culture of sharing that opens the door to learn from colleagues and senior leaders.”

Krista C.
Senior Director, Sales Training & Enablement, New York City, NY

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