What are the responsibilities and job description for the Channel and Alliances Manager position at Digital Realty?
Job Description
Position Title: Partner Sales Manager – Data Center Solutions
Location: Dallas, TX
Your role Digital Realty is seeking a results-driven and collaborative Partner Sales Manager to recruit, onboard, and manage key regional partnerships with resellers, referral partners, and agents. This role plays a pivotal part in expanding market share and driving enterprise adoption of integrated Digital Realty and partner solutions.
The ideal candidate is a self-starter with proven experience in channel sales, deep knowledge of data center and infrastructure services, and a passion for building high-value partner ecosystems. You will leverage joint account planning, solution alignment, and go-to-market strategies to meet partner-sourced revenue goals and support new logo acquisition across the enterprise segment.
What You’ll Do
Partner Recruitment & Onboarding
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.
To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter .
A Bit About Our Team
Sales
Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.
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.
Apply today, take charge of your career and grow your talents with us.
Health and Safety
Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.
Our Compensation Philosophy
Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.
Position Title: Partner Sales Manager – Data Center Solutions
Location: Dallas, TX
Your role Digital Realty is seeking a results-driven and collaborative Partner Sales Manager to recruit, onboard, and manage key regional partnerships with resellers, referral partners, and agents. This role plays a pivotal part in expanding market share and driving enterprise adoption of integrated Digital Realty and partner solutions.
The ideal candidate is a self-starter with proven experience in channel sales, deep knowledge of data center and infrastructure services, and a passion for building high-value partner ecosystems. You will leverage joint account planning, solution alignment, and go-to-market strategies to meet partner-sourced revenue goals and support new logo acquisition across the enterprise segment.
What You’ll Do
Partner Recruitment & Onboarding
- Identify, qualify, and recruit high-potential partners using targeting scorecards and partner profiles.
- Evaluate partner capabilities, customer base, and geographic coverage to ensure strategic alignment.
- Manage the end-to-end partner onboarding process including application, approval, and integration into the partner program.
- Engage cross-functional teams including Solutions Architects, Product Management, and Sales Engineering to develop integrated partner offerings.
- Facilitate creation of joint value propositions and solution bundles tailored to key industries and verticals.
- Ensure alignment between Digital Realty capabilities and partner services.
- Develop GTM materials and enablement content including sales playbooks, use cases, and partner portal resources.
- Establish sales rules of engagement and coordinate partner onboarding plans.
- Work with Channel Marketing to execute joint campaigns and first-deal strategies.
- Drive pipeline generation, lead management, and support the deal lifecycle through to close and post-sales engagement.
- Serve as the main point of contact for strategic partners within the assigned region.
- Maintain and grow long-term partner relationships through ongoing communication, performance reviews, and collaborative planning.
- Align and engage executive sponsors from both Digital Realty and partner organizations.
- Lead partner training sessions and provide resources to accelerate activation.
- Ensure partner sellers understand how to position Digital Realty solutions and engage internal teams effectively.
- Track and improve partner readiness across sales, technical, and operational engagement.
- Participate in joint business planning and conduct regular quarterly business reviews (QBRs).
- Maintain accurate deal tagging and funnel visibility within CRM systems.
- Monitor and report on partner performance, revenue targets, and strategic initiatives.
- Collaborate with Field Sales, Sales Engineers, Marketing, Customer Fulfillment, Data Center Operations, and Sales Operations.
- Align marketing and co-investment strategies to support partner-specific plans.
- Champion internal education and awareness around partner initiatives and value propositions.
- Tailor messaging to partner business objectives, highlighting the mutual value of joint offerings.
- Articulate the business case for partnership with Digital Realty in a way that resonates with executive and field-level stakeholders
- Uncover and address partner motivations and success drivers
- 5 years of channel sales or partner management experience in the data center, cloud, network, or hyperscaler ecosystem.
- Demonstrated success in partner recruitment, enablement, and co-selling in an enterprise B2B environment.
- Deep understanding of indirect sales models, reseller and agent frameworks, and solution selling.
- Bachelor’s degree required; business or technical discipline preferred.
- Strong interpersonal, presentation, and communication skills.
- Familiarity with CRM and partner tools; Salesforce experience a plus.
- Willingness to travel up to 20–25%.
- Experience with colocation, hybrid cloud, interconnection, and digital infrastructure services.
- Previous success in a high-growth or fast-paced partner-led environment.
- Experience working with global partner ecosystems, including hyperscalers and MSPs.
- Experience with colocation, hybrid cloud, interconnection, and digital infrastructure services.
- Previous success in a high-growth or fast-paced partner-led environment.
- Experience working with global partner ecosystems, including hyperscalers and MSPs.
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.
To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter .
A Bit About Our Team
Sales
Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.
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.
Apply today, take charge of your career and grow your talents with us.
Health and Safety
Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.
Our Compensation Philosophy
Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.