Partnerships Manager

7 days ago

Central Jakarta Jakarta, Indonesia Digital Realty Bersama Full time $60,000 - $120,000 per year

Responsibilities:

  • Research and understand assigned Alliance and/or Partner(s) business and stay updated on any changes affecting current or future partnerships.
  • Routinely update, and share Alliance or Channel Partner Sales Plans with internal colleagues and external partner contacts.
  • Drive Partner/Alliance connected funnel cadence and share insights for accurate forecasting.
  • Manage Partners and all assigned aspects of Account Management.
  • Steer alignment between Senior Executives and Sales Leaders of both Digital Realty and Partner/Alliance organizations.
  • Facilitate maximum engagement between Digital Sellers and Partner/Alliance Sellers on shared accounts.
  • Educate Partner Sellers about Digital Realty and Digital Realty Sellers about Partner and Alliance offerings.
  • Design and execute Technical Seller Enablement plans to build understanding and preference for PlatformDIGITAL.
  • Promote Digital Realty and PlatformDIGITAL to key Alliance and Partner seller communities through events, gatherings, digital communication, and webinars.
  • Engage cross-functional teams (Solutions Architects, Sales Engineers, Product Management, and Business Development) for technical alignment and joint value proposition development.
  • Coordinate with Partner Marketing to: Increase Partner Seller mindshare, Build preference for PlatformDIGITAL, Ensure Digital Realty visibility on Partner websites and other platforms, Reach Partner's end customers with integrated solutions.
  • Train and coach assigned Alliance and Partner sellers on engaging Digital Realty resources, qualifying opportunities, registering deals, and aligning with Digital Realty sellers.
  • Distribute relevant Use Cases and materials; seek Partner commitment to co-brand and share Digital Realty thought leadership.
  • Reinforce Digital Realty Rules of Engagement during sales pursuits.
  • Lead and participate in internal and external Partner Business Reviews (PBRs).
  • Troubleshoot deal registration and engagement issues as needed.
  • Recruit new channel Partners.
  • Act as Subject Matter Expert (SME) on Partner Programs and operational processes internally and externally.

Requirements:

  • Bachelor's Degree or equivalent education
  • Minimum of 7 years of experience in Channel or Partner Management
  • Strong ability to influence and negotiate to gain support for changing business needs
  • Strong understanding of Channel Sales, Partner Programs, and technology Partner Ecosystems
  • Working knowledge of Data Center, Network, Cloud, Hybrid IT, and AI technologies
  • Fluent in English, both spoken and written
  • Proficient in Microsoft Office (intermediate level)
  • Proven agility and adaptability in dynamic environments
  • Ability to build and maintain long-term, mutually beneficial relationships
  • Strong focus on partner satisfaction
  • Collaborative team player with the ability to empower others
  • Excellent active listening and presentation skills
  • Entrepreneurial mindset with strong commercial acumen
  • Skilled in conflict resolution and negotiation
  • Strong communication and interpersonal skills
  • Ability to work independently with minimal supervision

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