POSITION SUMMARY

The Partner Sales Representative(“PSR”) is for an individual seeking to create, manage and grow existing MC Digital Realty (“MCDR”) Channel and Alliance partnerships. Your primary mission is to bring day-to-day leadership and structure to our efforts with existing and prospect partners and to develop areas of collaboration. This includes the development, qualification and nurturing of sales opportunities for execution or eventual hand-off to dedicated sales resources to drive sales engagements and in period bookings. You'll interact with a broad array of partners, and partner senior executives. This allowing you to expand your knowledge as well as leveraging and growing your professional network.
You will work with colleagues across several functional areas of the organization, including sales & marketing, product portfolio, legal, accounting, and asset management, located in the U.S., EMEA and Asia Pacific regions.
Reporting to the Vice President - Sales, you'll develop and bring structure to our Japan Sales team go to market with select existing and prospect partners, creating solutions and joint sales plans that leverage MC Digital Realty’s value proposition and will resonate with the business opportunities and challenges that are foremost in the minds of our mutual customers.

 

RESPONSIBILITIES

• Develop overall partner sales strategy for your Region that is aligned with MC Digital Realty’s Global Channels and Alliances.
• Manage the partner and MCDR relationships including:
  o Develop relationships with sr. executives across partnership accounts.
  o Develop relationships with MCDR sales, marketing, product, legal, portfolio teams, among others.
  o Monetize partner relationships to drive incremental revenue growth and Enterprise New Logos.
  o Obtaining buy-in for MCDR’s value proposition across partner organizations and mapping to targeted End User customers.
• Develop demand generation, sales enablement tools, and KPI’s with our Partner Marketing team and the Regional Partner network, which includes:
  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.
• Develop and manage sales opportunities including:
  o Qualify incoming sales opportunities from partners and from MCDR sales professionals.
  o Nurture opportunities to execution or to the hand-off stage to MCDR sales professionals.
  o Forecast the Partner Sales Bookings and New Logos for the Region.
  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 MCDR sales professionals on pricing, inventory delivery capabilities, and dates
• Educate the sales teams at each of MC Digital Realty and our partners on the joint value proposition including via:
  o Web based training programs.
  o Face-to-face meetings with partner sales executives and the Partner Sales and Engineering Teams.
  o 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.

 

REQUIREMENTS

QUALIFICATION

• 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.
• Direct or indirect exposure to the data center industry – who and what competitors are in this space
• 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
• Knowledge of and experience with salesforce.com (CRM software).
   

For more information, please contact careers@mc-digitalrealty.com.

 

DISCLAIMER - This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.