What are the responsibilities and job description for the Director, Channel and Strategic Alliances position at Netrality Data Centers?
Who We Are
Netrality Data Centers is a growing private-equity backed owner-operator of strategic interconnection properties. With eighteen premier data centers located in six metropolitan markets, Netrality continues to acquire strategic network interconnection data centers and develop Meet Me Rooms (MMRs) and wholesale data center space within those properties to offer the highest quality and most robust direct network interconnections in the market.
Netrality offers comprehensive and competitive benefits to our employees, notably:
- Multiple offerings for medical, dental, and vision insurance
- Company-paid life, short- and long-term disability, and AD&D insurance
- Paid parental leave, fertility support, 401k matching
- Employee discount services through our partners savings platform
- $1:$1 company match for all eligible charitable gifts
Who We Need
Netrality is seeking a senior individual contributor to own and execute the company’s Channel and Strategic Alliances function. This role is hands‑on and externally focused, responsible for managing and expanding key partner relationships, developing joint opportunities, and driving revenue through colocation and interconnection services.
Partnering closely with Sales Leadership and cross‑functional teams, this team member engages directly with executive‑level customers and partners to support go‑to‑market initiatives and deliver measurable commercial results. The ideal candidate brings deep experience across colocation, telecommunications, and cloud services and will have significant impact advancing Netrality’s alliances with leading IT companies and service providers.
Description of Responsibilities
- Own and execute channel partnership and strategic alliance initiatives to drive revenue across colocation and interconnection services
- Serve as a strategic partner to sales leadership on forward‑looking initiatives that leverage Netrality’s service offerings
- Develop and maintain strong executive‑level relationships with customers and partners
- Present and articulate Netrality’s value proposition through proposals, presentations, and RFP responses
- Drive business development activities, including customer inquiries, site tours, pricing, and opportunity qualification
- Support the contract execution process and provide guidance on acceptable commercial terms
- Collaborate with operations and engineering to qualify customer requirements, including power, space, connectivity, and cabinet/cage layouts
- Maintain working knowledge of customer onboarding processes for colocation services
- Stay current on industry trends, market developments, and competitive landscape
- Contribute to marketing initiatives and provide ad‑hoc support to sales and cross‑functional projects
- Communicate regularly with executive management and internal stakeholder
- Manage and prioritize Channel sales funnel to drive sales results
- Identify strategic channel partners within our markets to help foster relationships and deliver Netrality’s specific value proposition.
Position Requirements and Desired Skills
- 10 years of experience in business development and/or strategic alliances within the data center, colocation, or telecommunications industries
- Proven experience building partnerships with hyperscalers, technology providers, large network carriers, and MSPs (AWS, Microsoft, Google, Oracle, IBM, Dell Technologies, HPE preferred)
- High School Diploma required; Bachelor’s degree strongly preferred
- Strong understanding of Meet‑Me Room (MMR) ecosystems and their relationship to the property, broader portfolio, and market
- Demonstrated ability to negotiate, manage executive‑level client relationships, and apply effective selling and closing principles
- Ability to assess customer requirements for power, space, and connectivity within MMR and building environments
- Excellent communicator, able to clearly articulate complex solutions and analyses to technical and executive audiences
- Detail‑oriented problem solver with a collaborative, win‑win mindset
- Proven ability to work independently and cross‑functionally while managing multiple priorities and deadlines
- Proficiency with Salesforce and Microsoft Office Suite, including advanced Excel skills
- Highly self‑motivated, proactive, and driven to identify and pursue new opportunities
- Demonstrates the highest standards of ethical and professional conduct and adheres to company policies and guidelines