Principal Partner Manager - Channels (GSI)
Other
WFA Digital Insight
As the demand for cloud services continues to grow, companies like Datadog are looking for skilled professionals to drive their expansion through strategic partnerships. With the global cloud market projected to reach
.3 trillion by 2027, the need for experienced partner managers has never been more pressing. This role is an exciting opportunity for someone with a background in channel sales or business development to join a high-growth company and make a significant impact. Candidates should be prepared to showcase their ability to navigate complex partner relationships and drive revenue growth in a fast-paced environment.
Job Description
About the Role
The Principal Partner Manager - Channels (GSI) role at Datadog is a key position that focuses on identifying and recruiting new strategic Global Systems Integrator partners to drive revenue growth. As a Principal Partner Manager, you will be responsible for enabling and activating existing GSI partners through training, planning, and joint selling activities. You will work closely with the regional enterprise and commercial sales organizations to generate partner-sourced net-new sales pipeline and revenue. This role is an excellent opportunity for someone with a strong background in partner-facing sales or business development to join a high-growth cloud software company and contribute to its expansion.The successful candidate will have a deep understanding of the cloud services market and experience working with leading Global and regional SIs. You will be a skilled communicator and negotiator, able to build strong relationships with partners and drive sales opportunities from lead generation to closure. You will also be a strategic thinker, able to identify market opportunities and initiate go-to-market plans and sales follow-through.
As a Principal Partner Manager at Datadog, you will be part of a hybrid workplace that values collaboration, creativity, and work-life harmony. You will have the opportunity to work with a talented team of professionals who are passionate about technology and driving innovation.
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 sales targets and expand partner relationships
- Collaborate with cross-functional teams to align partner strategies with company goals
- Provide input on product roadmap and feedback from partners to inform product development
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, negotiation, and interpersonal skills
- Ability to work in a fast-paced environment and prioritize multiple tasks and projects
- Experience with systems management or monitoring is a plus
Nice to Have
- Entrepreneurial mindset with a passion for taking initiatives from ideation to impact
- Passion for fast-paced, sometimes unpredictable growth culture and environment
- Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through
- Background in SaaS and / or consumption-based software platforms
- Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment
Benefits and Perks
- Competitive salary and bonus structure
- Stock options and equity participation
- Comprehensive health insurance and benefits package
- Generous paid time off and holidays
- Remote work stipend and flexible working hours
- Opportunities for professional development and career growth
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
How to Stand Out
- Be prepared to showcase your experience in driving revenue growth through strategic partnerships and channel sales.
- Develop a strong understanding of the cloud services market and the role of Global Systems Integrators.
- Practice your communication and negotiation skills, as building strong partner relationships is key to success in this role.
- Highlight your ability to work in a fast-paced environment and prioritize multiple tasks and projects.
- Research Datadog’s products and services, and be prepared to discuss how you can contribute to the company’s growth and expansion.
- Prepare examples of your experience in identifying market opportunities and initiating go-to-market plans and sales follow-through.
- Be ready to discuss your experience with systems management or monitoring, and how you can apply this knowledge to drive sales and revenue growth.
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