Channel Marketing Manager

Digital Realty Trust San Francisco, CA
The Opportunity

Reporting to the Director of PR, Events and Partner Marketing, you will join a global marketing team that includes resources in Europe and Asia Pacific as well as a dynamic North American & Corporate marketing department with members in New York and San Francisco. We are looking for a candidate that brings enthusiasm for marketing, a passion for developing channel ecosystems, and who raises the bar on how we bring our team together to create value and opportunity for our customers. The position of Channel Marketing Manager for the company is located in either our San Francisco or New York location and will be in charge of marketing efforts for our channel partners focused on creating demand for and reselling datacenter solutions to enterprise customers.

In this Channel Marketing Manager role, you will own the partner marketing strategy for the referral and indirect sales channel at Digital Realty. You will develop and execute the marketing strategy, with a focus on developing "to partner" content and programs for the purpose of recruiting, engaging and enabling ecosystem partners, as well as, developing demand generation and "through partner" programs and campaigns for the purpose of enabling partners to drive awareness, acquire new customers and generate demand for Digital Realty offerings.

Primary Responsibilities include:

* Own the channel partner program messaging and value proposition

* Develop and execute content and programs to recruit prospective partners and to enable existing partners to build and grow a practice around Digital Realty offerings.

* Develop and execute customized integrated campaigns for delivery with top partners.

* Develop and execute scalable partner campaigns for delivery through the partner ecosystem.

* Work cross-functionally within marketing to deliver marketing programs focused on generating demand for Digital Realty's offerings.

* Write and deliver crisp marketing and sales content to be used by Digital Realty to recruit Channel Partners and enable them to sell Digital Realty to their customers. Write sales training and enablement tools such as battle cards, FAQs, and sales guides

* Work with the partner marketing team to develop jointly branded collateral, demand generation campaigns, webinars, and local events for customers

* Collaborate within the Marketing team to create and drive partner demand and lead generation campaigns, including installed based email campaigns, and promotional offers – and track and measure their effectiveness

* Articulate business benefits of our partner's solutions, and value of Digital Realty to our partners and clients

* Responsible for regular and consistent Channel communications content creation, and delivery including monthly blogs and quarterly newsletters.

* Own the partner program content and partner listings on the corporate web page

* Effectively communicate program status, action items, results, and deliverables across marketing, sales, and channel partners through multiple communications (webinars, social media, web content, media outlets, etc.

* Work collaboratively with the Partners & Alliances and direct sales teams on partner events, industry/trade shows, and specific channel marketing tactics and program execution.

* Manage Market Development Funds (MDF) programs with channel partners.

* Develop and manage key reports and analytics to measure effectiveness of campaigns and programs to make adjustments as needed.

Job Requirements:

* 6+ years of relevant work experience in partner marketing at a high-technology company, with a breadth of experience across both to partner and through partner marketing

* A solid understanding of Data Center services, cloud architecture and the cloud / Hybrid Cloud landscapes

* Demonstrated success in marketing roles that are partner-facing and field-facing

* Experience designing and executing joint marketing plans with strategic alliance partners with global footprint

* Bachelor's degree in marketing, business, communications, or relevant field of study

* Excellent communications and presentation skills

Preferred Qualifications

* Possess an expert understanding of how to drive business and marketing with and through the partner ecosystem

* Experience in a B2B environment, high-tech products/services required; enterprise software experience preferred

* Demonstrated experience in working with sales leaders in driving pipeline and revenue

* Excel at cross-group collaboration, creative thinking, problem solving and have a bias for action

* Motivated self-starter who thrives on working in complex and challenging environments of a rapidly evolving business

* Analytical tendencies with a natural curiosity to measure, test, learn and iterate in order to get the best results possible

* Very strong written and verbal communication skills with an innate attention to detail

* Strong project management skills with experience gaining consensus and driving deliverables with individuals inside and outside the organization

* Willingness to travel and ability to work independently and autonomously

* Understanding of industry tools like Channeltivity, Salesforce, and Pardot.

Keys to Success

The ideal candidate must have prior partner marketing experience working at a business-to-business (B2B) technology company and must use this understanding to create targeted marketing programs, campaigns and materials focused on marketing to and through partners. Ability to effectively communicate with some of the most agile technology companies in the industry, including both technical and non-technical audiences is critical. Candidates should be detail-oriented and organized, capable of handling multiple projects at once, and comfortable dealing with ambiguity and rapidly changing priorities. A solid understanding of cloud architecture and the cloud landscape are critical to this role.

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


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.

Job LocationSan Francisco, California, United StatesPosition TypeFull-Time/Regular