The Requirements
The ideal candidate for this role is a self-directed professional who is nimble and adept at understanding when to get engaged in the process. You should be organized and excellent at following-up so that opportunities don’t fall through the cracks.Additionally, to be a good fit for the PAM opportunity you will have:
- A bachelor's degree; an MBA is a plus. Quick question for you - click here
- 2-3 years of experience ideally in each of the following functional areas:
- As a quota-carrying sales and/or partnership/channel sales management professional.
- Managing partner C-Level relationships including financial (revenue) and legal (contractual) interactions.
- Developing and running marketing programs for partnerships and/or channel sales.
- Experience building and maintaining executive relationships with selected leaders of alliance and/or channel partners. Quick question for you - click here
- 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.
- Solid 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, 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.
- Strong technical knowledge, including both:
- An understanding of what goes on inside a server rack; and,
- Ability to see the big picture: hardware, integration, managed services, network delivery, security, etc.
- Direct or indirect exposure to the data center industry.
- Knowledge of the cloud.
You will need to be willing and able to travel up to 15% of the time, although we expect you won't travel more than once every few weeks. Travel will depend on the needs of the business.
The Role
Reporting to the Director of Global Alliances, as a PAM you'll develop and bring structure to our alliance partnerships with select existing partners, creating solutions leveraging our value proposition that will resonate with the concerns that are foremost in the minds of our mutual customers. You will also collaborate extensively with the Partner Marketing Manager. Quick question for you - click hereA day in the life is quite varied in this role and it’s safe to say that no two days will be the same. Your primary objectives will be to:
- Drive more engagement and demand for our internal team with the Partner through trainings, “lunch and learns,” meetings, demand generation activities and more.
- Work with the inflow of sourced leads and sales opportunities to qualify and learn more about the opportunity. You will essentially nurture the front end of the sales opportunities, and for the back-end, you’ll work with the Sales Directors and Managers to track key business metrics, resolve issues and ensure the right resources are being applied.
Manage the partner and DLR relationships including:
o Develop relationships with executives across partnership accounts.
o Develop relationships with DLR sales, marketing, product, legal, portfolio teams, among others.
o Monetize partner relationships to drive incremental revenue growth by obtaining buy-in for DLR’s value proposition across partner organizations.
o Develop demand generation and sales enablement tools with the Partner Marketing Manager for partner sales teams.
Develop and manage sales opportunities including:
Educating the sales teams at each of Digital Realty and our partners on the joint value proposition. You will:
o Develop strategies for demand generation campaigns.
o Assist with creation of marketing content and other sales enablement materials.
o Create sales programs such as special offers, incentives, and marketing campaigns.
o Create and maintain account mapping and contact lists.
o Qualify incoming sales opportunities from partners and from DLR sales professionals.
o Nurture opportunities to execution or to the hand-off stage to DLR sales professionals.
o Track sales opportunities to ensure follow-through.
o Register deals and input opportunities in salesforce.com; track and resolve any conflicts.
o Work with DLR sales professionals on pricing and inventory.
o Conduct WebEx training programs.
o Conduct face-to-face meetings with partner sales executives.
o Develop periodic training sessions such as “lunch-n-learn” programs for regional sales teams.
o Continually assess and refine the joint value proposition and go-to-market model.
You will work with colleagues across several functional areas of the firm including sales & marketing, portfolio, legal, finance, accounting and tax among others located in the U.S., EMEA and Asia Pacific regions.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Why Digital Realty
Make your mark -- This is the ideal time for a strong PAM to make an impact. You’ll report to the Director of Global Alliances based in San Francisco who reports to the SVP, Partners and Alliances based in New York City, meaning your efforts will be noticed by leadership throughout the organization.Professional development -- You will learn two industries in this position, real estate and high tech, and also expand your global experience. Once you have mastered this role you may take on new responsibilities, and we're always looking for strong performers to move up within sales or other areas of the company.
Exciting time to join -- With the recent acquisition of Telx, Digital Realty adds robust colocation, strategic network dense connectivity, a vast and open partner ecosystem and unmatched freedom of choice to one of the world’s largest data center footprints.
The “best of both worlds” -- you'll find that working for our company may be a little bit different. We are small enough, with over 1,000 employees across our global portfolio, that your hard work will be visible throughout the organization, yet our extensive offering of services and solutions and proven track record of growth; stability and industry-leading innovation give you the resources and tools you need to take your career to the next level.
Unique culture -- we are a collaborative, people-focused company dedicated to quality and continuous improvement. When you become a member of our team, you receive our commitment to your continued development and support.
Strong foundation -- our financial strength and stability provide our customers with the assurance that Digital Realty will be their partner for current data center needs and those in the future, and our investment credit ratings provide us access to paths for more capital. We view each of our customers as a long-term partner.
Green standard for sustainability -- we are committed to improving the performance and energy efficiency of our data centers through the creation, adoption and promotion of industry-leading best data center practices and experience. We are pioneers in thinking about green data centers and are also a Contributing Member of The Green Grid.
Pictured: From Dublin (top) to Singapore (bottom), Digital Realty is about removing limits to global business. Through our seamless, interconnected global network we offer more open data center service choices than anyone, including choices around vendors, service partners, network carriers, configurations and locations. The challenge, from a security standpoint, is to ensure that our data centers are performance gear, not straitjackets, bringing greater productivity and agility while still safeguarding valuable data.
Keys to Success
If you're looking for a straight-up direct enterprise sales role, this is not the position for you. This is a "softer" partnership enablement role supporting key sales initiatives. You'll help key up sales opportunities but you'll rarely be involved beyond the front end. At the same time, the success of this initiative will depend on educating and enabling the sales organizations at the partner and DLR. The better you can train the sales teams at the partner and DLR to understand the value proposition, the faster you'll see results. And fast is good: we believe others will follow in this approach, so our goal is to get it up and running as quickly as possible. This will require drive and energy, as well as a strong sense of ownership and accountability.To excel in this role you will be flexible and adaptable. No one will hand you a playbook, so you'll need to spend a fair amount of time in the partner’s offices, interacting with various members of their teams to soak up "tribal knowledge."
You will create the structures and processes, so you'll need to be comfortable operating without those, at least at first. Some of the things you try will work and others won't, so it will be important for you to strike the right balance between taking calculated risks and limiting our exposure.
About Us
Digital Realty Trust, Inc. supports the data center and colocation strategies of more than 1,000 firms across its secure, network-rich portfolio of data centers located throughout North America, Europe, Asia and Australia. Digital Realty's clients include domestic and international companies of all sizes, ranging from financial services, cloud and information technology services, to manufacturing, energy, gaming, life sciences and consumer products.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.