Job DescriptionPosition Title: Director, Global Alliances Partner ManagerLocation: San Francisco, CAYour roleDigital Realty is seeking an experienced
GlobalAlliances Partner Manager to lead and expand our joint-go-to-market (JGTM) initiatives with CISCO and NVIDIA partners. This individual will be responsible for building and managing relationships with CISCO and NVDIA to drive joint selling opportunities and revenue growth. This role focuses on
coordinating joint go-to-market strategies, enabling partner sales teams, and activating multi-party route-to-market strategies with common channel partners, to expand customer reach and accelerate adoption of Digital Realty solutions.
The ideal candidate will combine
global alliance management expertise, preferably CISCO, NVIDIA expertise, with OEM and technology /channel sales execution in the Enterprise, driving results through collaboration, joint planning, field alignment, and engagement.
What you'll do Strategic Alliance Development- Identify, onboard, and manage relationships with CISCO and NVIDIA alliance partners to strengthen Digital Realty's ecosystem.
- Serve as the primary point of contact for alliance sales teams, building trust and alignment at all levels.
- Drive joint business planning with alliance stakeholders to define shared goals, target accounts, and growth strategies.
- Negotiate and oversee partner agreements, MSA's, and joint GTM models, ensuring compliance and long-term value creation.
Joint Value Proposition & Solutions- Co-develop joint value propositions with alliance partners that clearly articulate the benefits of combined offerings.
- Package and position joint solutions tailored to customer needs across hybrid IT, cloud, and digital infrastructure.
- Collaborate with Solutions Architects and Product Marketing to ensure technical and commercial alignment.
Go-to-Market (GTM) Execution- Build and execute joint GTM plans with alliance partners, including marketing campaigns, field events, and demand generation activities.
- Establish coordinated sales engagement models for Digital Realty, alliance partners, and mutual route to market partners.
- Design and execute multi-party route-to-market strategies integrating CISCO, NVIDIA, ISVs, VAR's, NSP, and GSI solutions.
- Support joint pursuits with account planning, deal strategy, and sales enablement resources.
Sales Enablement & Partner Support- Educate internal sellers, alliance partner sellers and mutual channel partners on Digital Realty's solutions, tools, and sales processes. Provide internal sales and alliance partner field-ready sales assets, case studies, and training materials to accelerate partner-led sales motions.
- Act as a trusted advisor to alliance and channel partners during customer pursuits.
Pipeline & Revenue Growth- Build and manage a shared sales pipeline with alliance partners and channel partners.
- Track joint deal activity, forecast revenue impact, and report progress to leadership.
- Ensure joint selling contributes to Digital Realty's enterprise new logo opportunity creation and revenue growth objectives.
Marketing, Promotion & Events- Plan and execute joint demand-generation campaigns and thought-leadership initiatives with CISCO, NVIDIA partners.
- Manage Digital Realty's presence at major CISCO, NVIDIA and industry events (e.g., Nvidia GTC, Cisco Live, SuperCompute etc...).
- Coordinate with CISCO, NVIDIA marketing teams on joint collateral, customer success stories, and digital campaigns and press releases
Cross-Functional Collaboration- Partner with Digital Realty field sales, marketing, product, CTO organization to ensure seamless joint execution.
- Partner with Business Development on GTM planning and Joint solution creation with Alliance partners
- Engage Channel Sales teams to activate and expand selling through mutual route to market partners.
- Facilitate regular QBRs and performance reviews with alliance and internal stakeholders.
What you'll need - 10+ years of experience in alliances, channel sales, or partner management within the OEM, data center, and enterprise IT industry.
- Demonstrated success driving joint sales motions with CISCO, NVIDIA, technology alliances in the enterprise market.
- Strong understanding of channel ecosystems, multi-party go-to-market, and partner-led go-to-market strategies.
- Excellent relationship management, interpersonal, and executive communication skills.
- Proven ability to manage joint pipeline and deliver measurable revenue contribution.
- Bachelor's degree in Business, Marketing, or related field.
- Ability to travel 40-50%
- Prefer candidates with experience with CISCO, NVIDIA, global technology alliances and JGTM.
- Familiarity with colocation, interconnection, hybrid cloud, and enterprise IT infrastructure.
- Strong program execution skills, with ability to balance strategic planning and tactical delivery.
- Experience using CRM and partner management tools (Salesforce preferred).
ResponsibilitiesThe role should motivate, lead and coach their sales team to deliver sales quotas that meet business expectations. The individual in this role will proactively identify and pursue new sales opportunities, ensuring alignment with organizational objectives and customer needs. They will manage the entire sales cycle, from prospecting and qualification to closing and post-sale follow-up, while maintaining accurate forecasting and pipeline management. Collaboration with internal teams is essential to deliver tailored solutions and drive customer satisfaction. The representative will also be responsible for updating sales practices to reflect industry trends and internal standards, continuously seeking ways to improve efficiency and effectiveness. They must demonstrate strong leadership in managing complex negotiations and resolving conflicts to achieve optimal outcomes. Regularly engaging with clients and partners, they will uphold the company's reputation for digital trust and innovation. The role demands adaptability and a relentless focus on achieving ambitious sales goals.
Qualifications- Bachelor's degree in Business, Marketing, or related field- 10-15 Years of quota-carrying sales experience in technology or related industry- Proven track record of exceeding sales targets in enterprise and channel environments- Advanced verbal, analytical, presentation, and writing skills- Demonstrated expertise in negotiation, conflict resolution, and leadership
