Director – Channels & Alliances

Location: Australia, Sydney

Your role

To maximize the success of our partnerships, the candidate must be a true subject matter expert on their assigned alliance(s) or partner(s) - fully versed in products, services, competencies, geographic reach, and organizational structure. This role will serve as a persuasive ambassador for Digital Realty, confidently articulating joint value propositions to senior executives and positioning PlatformDIGITAL® as the partner of choice. At the same time, bring passion and discipline to GTM execution—driving deal registration, accelerating top-of-funnel engagement, and building the joint pipeline required to exceed indirect sales targets. Equally skilled at navigating partner ecosystems and internal matrixed teams, this role will act as a trusted, influential bridge that unlocks value for both partners and Digital Realty.

What you’ll do

• Research and stay current on assigned partner(s) business strategies, priorities, and changes impacting the partnership.

• Develop, update, and share Partner Sales Plans with relevant internal and external stakeholders.

• Drive senior executive and sales leadership alignment between Digital Realty and partner organizations.

• Facilitate strong engagement between Digital Realty sellers and partner/alliance sellers on shared accounts.

• Educate partner sellers on Digital Realty offerings, and ensure Digital Realty sellers understand partner capabilities and alliances.

• Design and execute technical seller enablement plans.

• Evangelize Digital Realty to priority partner communities through events, webinars, digital communications, and in-person meetings.

• Engage cross-functional teams (Solutions Architects, Sales Engineers, Product Management, Business Development) for joint technical positioning and value propositions.

• Partner with Marketing to build seller mindshare, establish preference for PlatformDIGITAL®, and reach partner end-customers with integrated solutions.

• Train and coach partners on opportunity qualification, deal registration, and engagement with Digital Realty resources.

• Share relevant use cases and collateral, driving co-branding, distribution, and thought leadership across partner channels.

• Reinforce Digital Realty seller rules of engagement during joint sales pursuits.

• Lead and participate in Partner Business Reviews (PBRs) and manage joint pipeline/funnel cadence, including forecasting insights.

• Troubleshoot deal registration and engagement issues as needed.

• Recruit and onboard new high-potential channel partners when required.

• Manage assigned reseller partner accounts and ensure strong operational alignment.

• Clearly articulate partner program details and operational processes.

• Contribute to special projects and initiatives in support of the Channels & Alliances charter as directed by leadership.

What you’ll need

• Bachelor’s degree or equivalent professional experience; MBA preferred.

• 7+ years of experience in channel/partner management and/or as a quota-carrying sales professional.

• Proven success in building and maintaining senior executive relationships across multiple partner organizations.

• 5+ years of experience in partnership, channel sales management, or indirect sales, with demonstrated ability to meet or exceed revenue targets.

• Direct or indirect exposure to the data center industry, with understanding of key players and competitors.

• Experience developing and executing go-to-market and marketing programs for partnerships and channel organizations.

• Strong knowledge of channel sales, partner programs, and technology partner ecosystems.

• Proficiency in Salesforce.com (CRM), with significant hands-on experience.

• Proficiency in Microsoft Office (Word, Excel, PowerPoint).

• Excellent communication skills (verbal, written, presentation), with strong active listening and conflict resolution abilities.

• Ability to negotiate and influence stakeholders to support evolving company needs.

• Strong partner-first mindset with a natural focus on satisfaction and long-term relationship building.

• Entrepreneurial, commercially minded, and skilled in negotiation.

• Capable of working independently with minimal supervision while fostering collaboration and team success.

• Working knowledge of data center, networking, cloud, hybrid IT, and AI technologies.

• Fluent in English (oral and written).

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.

A bit about our team 

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.