OPPORTUNITY SNAPSHOT
The Sr. Partner Account Manager (“PAM”) is for an individual seeking to create, manage and grow existing Digital Realty (“DLR”) Alliance partnerships. Your primary mission is to bring day-to-day leadership and structure to our efforts with select existing partners and to develop areas of collaboration including to develop, qualify and nurture sales opportunities for execution or eventual hand-off to dedicated sales resources to drive sales engagements and in period revenue. You'll interact with a broad array of partners, senior executives, with various existing and perspective partners allowing you to expand your knowledge as well as leveraging and growing your professional network.
The position is based in the United States and we prefer a candidate who can reside and work in Dallas (preferred) or Chicago, although we are willing to consider other locations. You will work with colleagues across several functional areas of the firm including sales & marketing, product portfolio, legal, finance, accounting, taxation, and customer service, among others located in the U.S., EMEA and Asia Pacific regions.
THE ROLE
Reporting to the VP of Alliance Partners in the Partners & Alliances Organization, you'll develop and bring structure to our Alliance partnerships with select existing and potential partners, creating solutions leveraging Digital Realty’s value proposition that will resonate with the concerns that are foremost in the minds of our mutual customers.
Your overall objectives will include:
Develop overall partnering strategy and approach that is consistent with Digital Realty’s Go To Market and Routes to Market capabilities.
Manage the partner and DLR relationships including:
Develop relationships with sr. executives across partnership accounts.
Develop relationships with DLR sales, marketing, product, legal, portfolio teams, among others.
Monetize partner relationships to drive incremental revenue growth by obtaining buy-in for DLR’s value proposition across partner organizations.
Develop demand generation, sales enablement tools, and KPI’s with our Partner Marketing team for partner sales teams including:
Develop strategies for demand generation campaigns.
Assist with creation of marketing content and other sales enablement materials.
Create sales programs such as special offers, incentives, and marketing campaigns.
Create and maintain account mapping and contact lists.
Develop and manage sales opportunities including:
Qualify incoming sales opportunities from partners and from DLR sales professionals.
Nurture opportunities to execution or to the hand-off stage to DLR sales professionals.
Track sales opportunities to ensure follow-through.
Register deals and input opportunities in salesforce.com; track and resolve any conflicts.
Work with DLR sales professionals on pricing, inventory delivery capabilities, and dates
Educate the sales teams at each of Digital Realty and our partners on the joint value proposition including via:
Web based training programs.
Face-to-face meetings with partner sales executives.
Periodic training sessions such as “lunch-n-learn” programs for regional sales teams.
Continually assess and refine the joint value proposition and go-to-market model(s) to drive effectiveness and overall results.
THE REQUIREMENTS
To be the right fit for this role – Sr. PAM role, the candidate needs to have:
A bachelor's degree or equivalent professional experience; an MBA is a plus.
5+ years’ experience as a quota-carrying sales and/or partnership / channel sales management professional.
Managing partner C-Level relationships including financial (revenue) and legal (contractual) interactions.
Previous experience in developing and running go-to-market and marketing programs for partnerships and/or channel - indirect sales organizations
Experience building and maintaining senior executive relationships with selected leaders of alliance and/or channel partners across multiple partner organizations
Significant knowledge of and experience with salesforce.com (CRM software).
Experience managing all aspects of the partner relationship including executive relationships, opportunity identification, demand generation campaigns, sales enablement, and development of reporting metrics.
Experience resolving conflicts using contact network at each company and knowledge of businesses.
Strong technical knowledge, including:
Data center design, technologies, connectivity and interconnection capabilities
An understanding of what goes on inside a server rack; and,
Ability to see the big picture: hardware, integration, managed services, network delivery, security, cloud services, etc.
Direct or indirect exposure to the data center industry – who and what competitors are in this space
Extensive customer-facing experience and a proven ability to discuss challenges, present value propositions and find a fit between the customer's issues and DLR’s solutions.
Business savvy and a basic understanding of P&L, ROI, business case development, etc.
Excellent communication, interpersonal and relationship-building skills.
Experience working cross-functionally and leading colleagues that don’t report directly.
Strong organizational skills and the ability to manage multiple activities and priorities.
Ability to create, present, and effectively deliver concepts and value propositions to customers, partners, and cross-functional teams
You will need to be willing and able to travel up to 15% of the time - Travel will depend on business needs.
DIGITAL REALTY: WHERE THE CLOUD LIVES AND BUSINESS THRIVES
We built the global standard for technical real estate, developing a unique capability to acquire, manage, and scale data center campuses. Now, Digital Realty is building a unique ecosystem of open solutions that power customer growth through exceptional service on a foundation of unrivaled data center expertise. The new Digital Realty combines unparalleled data center services, carrier-dense interconnection, real estate acumen, and financial strength to create unique power of choice and value when and where our customers need it.
OUR MISSION
To provide our customers with the trusted foundation for the digital world
OUR VISION
To build a network of connected campuses and internet gateways that become the heart of the internet and cloud, powering growth and prosperity for customers, employees and shareholders.
OUR VALUES
Guide our decisions and actions every day—above all else, we value customers, excellence, talent, teamwork and success.
ABOUT DIGITAL REALTY
Digital Realty Trust, Inc. supports the data center and colocation strategies of more than 2,000 firms across its secure, network-rich portfolio of data centers located throughout North America, Europe, Asia and Australia. Digital Realty's clients include companies of all sizes, ranging from financial services, cloud and information technology services, to manufacturing, energy, gaming, life sciences and consumer products
Disclaimer:
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 Trust is committed to employing a diverse workforce. We value and actively seek to recruit, develop and retain people with backgrounds, experiences and perspectives that reflect the full diversity of our society.
Digital Realty is a publicly traded company (NYSE: DLR) with investment grade ratings from all three major ratings agencies.
Digital Realty offers a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions.
Digital Realty is an equal opportunity employer, EOE/AA/M/F/Vets/Disabled
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.
Required Skills Required Experience