Channel Sales Director - Colocation

About the Company

My client are a private-equity backed owner-operator of sdata center properties in the United States. Their portfolio spans across multiple markets and is built around highly connected facilities that support carrier-rich ecosystems, meet-me room (MMR) environments, and scalable colocation capacity. We continue to grow through acquisitions and targeted development, expanding colocation capabilities and wholesale space to deliver resilient, high-performance connectivity for customers and partners.

The Opportunity

We’re hiring a senior, hands-on individual contributor to lead our Channel function. This is an externally facing role focused on building and expanding partner relationships, creating joint go-to-market motions, and driving measurable revenue through colocation solutions.

You’ll work closely with sales leadership and cross-functional stakeholders to engage executive-level partners and customers, develop pipeline, and help translate technical requirements into commercial outcomes. The ideal person brings deep familiarity with the data center ecosystem, particularly the role of MMRs, and knows how to build productive alliances across network carriers, cloud/service providers, and technology partners.

What You’ll Do

• Own the strategy and day-to-day execution of channel and alliance initiatives that generate revenue across colocation and interconnection offerings
• Act as a strategic partner to sales leadership on forward-looking initiatives that expand routes to market
• Build and maintain senior executive relationships across partners, customers, and key stakeholders
• Clearly position the company’s value proposition through proposals, presentations, and responses to RFPs/RFIs
• Drive business development activities including inbound partner/customer engagement, opportunity qualification, pricing support, and site tours
• Support commercial negotiations and contract execution, helping align deal structures and acceptable terms
• Collaborate with operations/engineering teams to qualify requirements (power, space, connectivity, cabinet/cage layouts, and interconnection needs)
• Maintain a strong working knowledge of onboarding processes and operational workflows associated with colocation delivery
• Stay current on market dynamics, industry trends, and competitive positioning to inform strategy and messaging
• Contribute to marketing and cross-functional initiatives as needed (partner programs, joint campaigns, collateral input, etc.)
• Provide clear, regular updates to internal stakeholders and executive leadership on pipeline, partner performance, and priorities
• Manage and prioritize the channel/alliance funnel to ensure consistent commercial progress
• Identify and cultivate new strategic channel partners in target markets, with a focus on repeatable partnership value creation

What We’re Looking For

• 10+ years of experience in business and channel development within data centers, colocation, telecom, and/or interconnection
• Track record building partnerships with large network carriers, MSPs, cloud and technology ecosystem partners
• Strong understanding of MMR ecosystems and how interconnection value is created within a facility and across a broader market/portfolio
• Proven ability to manage executive relationships, negotiate effectively, and drive opportunities through to close
• Ability to assess and translate customer/partner requirements related to power, space, and connectivity in building/MMR environments
• Excellent communication skills—comfortable presenting to both technical stakeholders and C-level audiences
• Detail-oriented, collaborative, and solutions-driven with a practical “get it done” mindset
• Demonstrated ability to operate independently while coordinating cross-functionally across multiple teams
• CRM and productivity tool proficiency (Salesforce and Microsoft Office; strong Excel capability preferred)
• High integrity and strong professional standards