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Digital Realty
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Business Development

Senior Manager, Alliances

  2323 bryan street, Dallas

Overview

Opportunity Snapshot

Digital Realty supports the data center, colocation and interconnection strategies of customers across the Americas, EMEA and APAC, ranging from cloud and information technology services, communications and social networking to financial services, manufacturing, energy, healthcare and consumer products.

Now is the time to join Digital Realty and be part of the world’s trusted foundation powering digital ambitions to our customers, prospects and partners. Digital Realty’s heritage is understanding a customer’s local to global data center needs to address mixed workloads and densities. Enterprises are adapting IT strategies on-the-fly to meet rapidly evolving demands. As data creation and consumption are increasing, so are the tools, clouds, networks and resources needed to support it. This data gravity effect can lead to global workflow management that isn’t consistent across deployments, only compounding the complexities. As one of the world’s largest data center companies, we offer colocation and scale offerings combined best in class connectivity, cloud and data centric solutions. Digital Realty is seeking motivated and imaginative professionals to grow our Enterprise business. 

 POSITION:

Opportunity Snapshot

The Sr. Manager, Alliances, is for an individual seeking to create, manage and grow new and existing Digital Realty (“DLR”) Strategic Alliance partnerships. Your primary mission is to bring day-to-day leadership and structure to our efforts with select existing Alliance partners and to develop areas of collaboration including to develop, qualify and nurture sales opportunities for execution or eventual hand-off to dedicated sales resources to drive sales engagements and in period revenue.  You'll interact with a broad array of partners, senior executives, with various existing and perspective partners allowing you to expand your knowledge as well as leveraging and growing your professional network.

 The position is North America based, and flexible on specific location as the position can be performed in a primarily remote work environment. You will work with colleagues across several functional areas of the firm including sales & marketing, product portfolio, legal, finance, accounting, taxation, and customer service, among others located in the U.S., EMEA and Asia Pacific regions.

The Requirements

 To be the right fit for this role – Sr. Manager, Alliances role, the candidate needs to have:

  • A bachelor's 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

The Role

Reporting to the VP of Alliance Partners in the Channels & Alliances Organization, you will develop and bring structure to our Alliance partnerships with select existing and potential partners, creating solutions leveraging Digital Realty’s value proposition that will resonate with the concerns that are foremost in the minds of our mutual customers.

Your overall objectives will include:

  • 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 sr. 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 at each of Digital Realty and our partners on the joint value proposition including 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.
  • Digital Realty cares about the health and safety of its workforce, customers, and vendors. Except in limited circumstances where an employee is legally entitled to an accommodation, Digital Realty requires all new hires to be fully vaccinated by their start date as a condition of employment. 

Digital Realty: Where the cloud lives and business thrives

We built the global standard for technical real estate, developing a unique capability to acquire, manage, and scale data center campuses. Now, Digital Realty is building a unique ecosystem of open solutions that power customer growth through exceptional service on a foundation of unrivaled data center expertise. The new Digital Realty combines unparalleled data center services, carrier-dense interconnection, real estate acumen, and financial strength to create unique power of choice and value when and where our customers need it.

Our Mission

To provide our customers with the trusted foundation for the digital world

Our Vision

To build a network of connected campuses and internet gateways that become the heart of the internet and cloud, powering growth and prosperity for customers, employees and shareholders. 

Our Values

Guide our decisions and actions every day—above all else, we value customers, excellence, talent, teamwork and success.

About Digital Realty

Digital Realty Trust, Inc. supports the data center and colocation strategies of more than 2,000 firms across its secure, network-rich portfolio of data centers located throughout North America, Europe, Asia and Australia. Digital Realty's clients include companies of all sizes, ranging from financial services, cloud and information technology services, to manufacturing, energy, gaming, life sciences and consumer products.

Disclaimer: 

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

Digital Realty Trust is committed to employing a diverse workforce. We value and actively seek to recruit, develop and retain people with backgrounds, experiences and perspectives that reflect the full diversity of our society.

Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.

 Digital Realty offers a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.

 Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled

 Please do not forward unsolicited resumes to any employee of Digital Realty and its subsidiaries. Digital Realty is not responsible for any fees related to unsolicited referrals.

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