Principal Partner - Cloud Alliances (GCP)
WFA Digital Insight
The COVID-19 pandemic accelerated the adoption of cloud technologies, with a reported 41% increase in cloud spending in 2022. As a result, the demand for cloud alliance experts has skyrocketed. Datadog, a leading cloud-based monitoring and analytics platform, is at the forefront of this trend. With its Global Alliance strategy with Google Cloud, Datadog is poised to revolutionize the industry. This Principal Partner - Cloud Alliances role is crucial in driving joint go-to-market initiatives and maximizing revenue opportunities. Candidates should be prepared to leverage their technical expertise, business acumen, and partnership management skills to succeed in this role.
Job Description
About the Role
The Principal Partner - Cloud Alliances role at Datadog is a critical position that entails leading and expanding the company's Global Strategic Partnership with Google Cloud. As a highly strategic and execution-focused leader, you will be responsible for driving joint go-to-market initiatives, developing and executing the overall Datadog/Google Cloud partner plan, deepening technical integrations, executing agreements, and maximizing revenue opportunities through Google Cloud programs and sales motions. You will work closely with cross-functional teams, including sales, marketing, and product, to promote Google Cloud integrations and ensure technical alignment with Google Cloud services.The successful candidate will own and scale the Google Cloud GTM partnership, driving revenue growth through joint business opportunities, including Marketplace transactions, co-selling initiatives, and Google Cloud funding programs. You will collaborate with Google Cloud internal teams to develop and launch integrated solutions, campaigns, and enablement programs, working closely with Datadog's cloud alliances managers globally to drive an effective global but local plan.
What You Will Do
- Own and scale the Google Cloud GTM partnership, managing key executive and field relationships
- Drive revenue growth through joint business opportunities, including Marketplace transactions, co-selling initiatives, and Google Cloud funding programs
- Collaborate with Google Cloud internal teams to develop and launch integrated solutions, campaigns, and enablement programs
- Work closely with Datadog's cloud alliances managers globally to drive an effective global but local plan
- Promote Google Cloud integrations and ensure technical alignment with Google Cloud services
- Train and support Datadog's global cloud alliances managers and field sales teams on Google Cloud partnership benefits, co-sell motions, and marketplace offerings
- Track partnership performance using key metrics and continuously refine strategy to maximize impact
- Develop and execute the overall Datadog/Google Cloud partner plan, deepening technical integrations and executing agreements
- Maximize revenue opportunities through Google Cloud programs and sales motions
What We Are Looking For
- 10+ years of experience in partner-facing business development, strategic alliances, or channel sales at a cloud services or software as a service organization
- Skilled in driving sales, partner-sourced and partner-influenced opportunities
- Ability to quickly understand technical concepts and explain them to others verbally and in writing
- Experience working with Cloud Alliances and Tech Alliances (other ISVs) is a plus
- Strong executive presence and ability to communicate with C-level executives
- Proven track record of driving revenue growth through joint business opportunities
- Strong understanding of the Google Cloud ecosystem, cloud technologies, and partner management
- Experience with GTM and Excel
Nice to Have
- Experience working with Google Cloud specifically
- Knowledge of cloud-based monitoring and analytics platforms
- Familiarity with Datadog's products and services
- Experience with sales training programs, such as MEDDIC and Command of the Message
Benefits and Perks
- High income earning opportunities based on self-performance
- New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Sales training in MEDDIC and Command of the Message
- Intra-departmental mentor and buddy program for in-house networking
- An inclusive company culture, opportunity to join our Community Guilds
- Generous global benefits, including health insurance, retirement plan, and paid time off
- Remote work stipend and flexible work arrangements
How to Stand Out
- Develop a strong understanding of Google Cloud's ecosystem and partner management principles to stand out in this role
- Highlight your experience with GTM and Excel in your application and be prepared to provide examples of how you've used these tools to drive revenue growth
- Showcase your ability to communicate technical concepts to non-technical stakeholders, as this is a critical skill for success in this role
- Be prepared to discuss your experience working with cross-functional teams and driving joint go-to-market initiatives
- Research Datadog's products and services and be prepared to discuss how you can contribute to the company's mission and goals
- Don't be afraid to ask about the company culture and values during the interview process, as this will give you insight into whether you'll be a good fit for the team
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