Sr. Manager, Channel & Alliances

Job Title: Channel Account Manager (CAM)

Location: Toronto, Onatrio, CA

Role Overview

As a Channel Account Manager at Digital Realty, you will be a strategic driver of revenue growth by cultivating a high-performing partner ecosystem. Your primary mission is to work collaboratively with the local sales team to increase partner-sourced funnel and bookings. You will act as the bridge between our global data center platform, sales, and key partners, including resellers, VARs, MSPs, alliances and referral agents.

Key Responsibilities:

• Partner Funnel Development: Identify and recruit high-potential partners and/or partner sellers to expand Digital Realty’s market reach, ensuring a healthy pipeline of new logo opportunities.
• Sales Teamwork: Partner with the local sales team to facilitate joint account planning and ensure seamless co-selling execution.
• Enablement & Training: Lead training sessions to ensure partners can effectively position Digital Realty’s colocation and interconnection solutions, specifically leveraging PlatformDIGITAL.
• Advocacy: Serve as the primary internal advocate for partners in your region, navigating the Digital Realty organization to solve complex challenges and expedite deal approvals.
• Program Competency: Ability to internalize and speak to the Digital Realty Partner Program and the underlying benefits and mechanics.
• Internal Collaboration: Work across orgs internally including Marketing, Engineering, Architects, etc. to facilitate and execute on Partner related projects and events.
• Business Planning: Participate in joint business planning and QBRs both internally and externally.

What You’ll Need (Qualifications)

• Experience: 5+ years of success in technology channel sales, preferably within colocation, cloud, or network services.
• Strategic & Tactical Alignment: Proven ability to build C-level relationships within partner organizations and align their business goals with Digital Realty’s value proposition while simultaneously bring Digital Realty Sales and Partner Sellers together.
• Technical Literacy: Strong understanding of hybrid cloud architectures, data trends (AI, IoT), and data center infrastructure.
• Collaborative Mindset: A "One Team" approach to sales, with a track record of supporting field sales teams to achieve mutual wins.
• Travel: up to 50% of time
• Communication: Strong written, verbal and presentation skills.

A bit about our team

Sales

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.

Our published pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and geographical location. Individual pay is based on additional factors including but not limited to job-related skills, experience, and relevant education and/or training. Moreover, an employee’s total compensation package varies by role and may include salary, cash bonus or commissions, and equity awards not quantified below.

Compensation range: CAN $105,000 to CAN $132,000. This compensation range represents the Company’s good faith belief as to what it will pay as a base salary for this position at the time of this posting.