Head of Channels and Alliances

Your Role

As Head of Channels and Alliances for APAC, you will lead Digital Realty's regional partner strategy and a team of partner-facing sales professionals. You will build senior relationships across priority partner organizations, strengthen preference for PlatformDIGITAL, and connect partners with Digital Realty's field and technical sales teams to create joint customer value, pipeline, new enterprise logos and indirect revenue. Reporting to the SVP, Global Channels and Alliances, you will serve as a trusted bridge between external partners and Digital Realty's matrixed regional and global teams.

What you'll do

• Define the APAC channel and alliance strategy, identify and recruit high-potential enterprise-grade partners, and develop executive-level engagement plans for priority partners and alliances.
• Own regional indirect sales performance, partner production and forecasts, using leading indicators such as deal registration, opportunity qualification, enterprise new logos, top-of-funnel activity and shared pipeline development.
• Lead, recruit, motivate and develop a high-performing team of quota-carrying Partner Sellers through clear standards, coaching, joint model calls, training, incentives and annual performance reviews.
• Establish disciplined partner operating rhythms, including standard Partner Sales Plans, external funnel cadences and internal and external Partner Business Reviews, ensuring plans and insights remain current and actionable.
• Build and maintain trusted relationships with senior executives, sales leaders and sellers across priority partners, while ensuring Partner Sellers develop deep knowledge of their assigned partners' organizations and businesses.
• Maximize collaboration between Digital Realty sellers and partner or alliance sellers on accounts in common, reinforce sales rules of engagement and act as an escalation point for APAC channel issues.
• Partner with Technical Sales Leadership and Solutions Enablement to design and execute technical seller enablement plans and strengthen the APAC technical seller community.
• Represent and promote Digital Realty and joint value propositions through executive presentations, partner events, in-person engagements, digital communications and webinars.
• Work closely with Partner Marketing and cross-functional teams to prioritize investments, improve partner mindshare and satisfaction, reach joint customers, and provide continuous feedback on partner strategy, programs and operational processes.
• Align with global and regional Channel Sales and Alliances leaders to support shared partners, improve global channel execution, and contribute to partner commission and bonus recommendations where appropriate.

What you'll need

• Bachelor's degree or equivalent professional experience; an MBA is advantageous.
• At least 7 years of experience leading and developing quota-carrying channel sales professionals, with a demonstrated record of driving partner production in a best-in-class channel organization.
• Advanced knowledge of channel sales, partner programs and technology partner ecosystems, including experience with infrastructure OEMs, global systems integrators, large value-added resellers and service providers.
• Strong knowledge of data centers, networks, cloud, hybrid IT and AI technologies, with the ability to articulate compelling joint value propositions to senior executives.
• Proven people leadership, change management and coaching capability, with the ability to inspire followership and lead teams through evolving business models and early-stage build environments.
• Commercial and entrepreneurial thinking, with strong forecasting discipline, negotiation skills and the ability to simplify complex problems into practical solutions.
• Superior communication, active listening, presentation and conflict-resolution skills, with a strong focus on partner satisfaction and bringing the partner's voice into the organization.

A bit about us

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.
 

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.

Notes:

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 is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled.  All applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or protected veteran status, or other status protected by law or Company policy.

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

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.