Principal Partner Manager - Channels (Nordics/Benelux GSI)
WFA Digital Insight
As demand for cloud services surges, companies like Datadog are seeking seasoned partner managers to forge strategic alliances. With the global cloud market projected to reach
Job Description
About the Role
The Principal Partner Manager - Channels role at Datadog is a pivotal position focused on igniting partnerships that drive long-term success and revenue growth. This involves identifying and recruiting new strategic Global Systems Integrator partners and nurturing ongoing relationships with key existing partners. The ultimate goal is to build channels and alliances that expand Datadog's customer base and boost revenue.In this role, you will be part of a dynamic team that values collaboration and creativity. Datadog operates as a hybrid workplace, allowing for a mix of remote and in-office work to ensure a harmonious work-life balance. Your day-to-day activities will be centered around developing and executing strategies to enhance partnerships, driving sales opportunities, and coordinating the technical and marketing aspects of integrated partnership launches.
Datadog's success in the market is rooted in its ability to provide unified visibility across the technology stack, managing complexity at scale. As a Principal Partner Manager, you will play a crucial role in expanding this success by leveraging your network and expertise to forge new partnerships and deepen existing ones.
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 maintain a deep understanding of Datadog’s products and services
- Collaborate with cross-functional teams to align partnership strategies with overall business goals
- Stay updated on industry trends and competitor activity to continuously improve partnership strategies
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
- Entrepreneurial mindset with a passion for taking initiatives from ideation to impact
- Passion for fast-paced, sometimes unpredictable growth culture and environment
- Background in SaaS and/or consumption-based software platforms
- Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through
Nice to Have
- Experience with systems management or monitoring
- Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment
- Technical background/education
- Familiarity with Datadog’s observability and security platform
Benefits and Perks
- Competitive salary
- Equity
- Comprehensive health insurance
- Generous PTO policy
- Remote work stipend
- Professional development opportunities
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
How to Stand Out
- Develop a strong understanding of Datadog’s products and services to effectively communicate their value to potential partners.
- Build a portfolio of successful partnerships you’ve developed in the past to demonstrate your capabilities.
- Prepare to discuss specific examples of how you’ve driven sales opportunities and built lasting partnerships in previous roles.
- Show enthusiasm for Datadog’s mission and culture, and be ready to explain how your skills and experience align with the company’s goals.
- Research Datadog’s current partnerships to understand potential areas for growth and how you can contribute to expanding these alliances.
- Be prepared to discuss your strategy for identifying and recruiting new strategic partners, as well as your approach to nurturing existing relationships.
- Highlight any experience you have with cloud services or SaaS platforms, as this is a key area of focus for Datadog.
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