Principal Partner Manager - Channels (GSI)

## About the Role As a Principal Partner Manager at Datadog, you'll play a critical role in driving the company's channel sales strategy and developing strategic alliances with key partners. Your day-to-day responsibilities will include identifying and recruiting new partners, enabling and activating existing ones, and coordinating the technical and marketing aspects of integrated partnership launches. You'll work closely with Datadog's regional enterprise and commercial sales organizations to drive accountability and report on success metrics. The ideal candidate will have a strong understanding of the cloud services and software-as-a-service landscape, as well as experience working with Global Systems Integrators (GSIs). You'll be comfortable navigating complex technical partnerships and identifying new business opportunities. Your ability to communicate technical concepts and architectural scenarios to both technical and non-technical stakeholders will be essential in this role. Datadog operates as a hybrid workplace, offering the flexibility to work remotely while also providing the opportunity to collaborate with colleagues in person. This role is perfect for someone who values work-life harmony and is looking for a challenging and rewarding career in channel sales.

## What You Will Do - Identify and recruit new strategic Global SI partners to drive revenue growth - Enable and activate existing GSI partners through training, planning, and joint selling activities - Coordinate the technical and marketing aspects of integrated partnership launches - Host regular business reviews with partners to drive accountability and report on success metrics - Work hand-in-hand with Datadog’s regional enterprise and commercial sales organizations - Generate partner-sourced net-new sales pipeline and revenue - Develop and execute strategic plans to achieve partner sales targets - Build and maintain strong relationships with key partners and stakeholders - Stay up-to-date with industry trends and competitor activity - Collaborate with cross-functional teams to drive partner engagement and adoption

## What We Are Looking For - 10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software-as-a-service organization - Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements, and building long-lasting partnerships - Understanding of, and exposure to working with, the leading Global and regional SIs - Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing - Willingness to travel 40-50% of the time - Strong communication and interpersonal skills, with the ability to build strong relationships with partners and stakeholders - Entrepreneurial mindset with a passion for taking initiatives from ideation to impact - Background in SaaS and/or consumption-based software platforms

## Nice to Have - Experience with systems management or monitoring - Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment - Technical background or education - Experience with data analytics and visualization tools - Certification in cloud services or software-as-a-service platforms

## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a fast-growing and innovative company - Flexible working hours and remote work options - Professional development and training opportunities - Access to cutting-edge technology and tools - Collaborative and dynamic work environment - Recognition and reward for outstanding performance - Comprehensive health and wellness programs - Generous paid time off and holiday package

• To stand out in this role, focus on developing a strong understanding of the cloud services and software-as-a-service landscape, as well as experience working with GSIs.
• Be prepared to showcase your experience in channel sales, business development, and strategic alliances, as well as your ability to thrive in a fast-paced, remote work environment.
• Highlight your ability to communicate technical concepts and architectural scenarios to both technical and non-technical stakeholders.
• Emphasize your entrepreneurial mindset and passion for taking initiatives from ideation to impact.
• Consider showcasing your skills and experience through a portfolio or case studies, and be prepared to discuss these during the interview process.
• When negotiating salary, consider the company's overall compensation package, including benefits and perks, and be prepared to make a strong case for your worth.
• Be cautious of companies that prioritize growth over employee well-being, and look for signs of a healthy work-life balance during the interview process.