Principal Partner Manager - Channels (South EMEA GSI)

## About the Role The Principal Partner Manager - Channels (South EMEA GSI) at Datadog is a pivotal role that focuses on identifying, recruiting, and nurturing strategic partnerships with Global Systems Integrators (GSIs) to drive revenue growth. This position is crucial in building and maintaining relationships that will propel Datadog's expansion in the South EMEA region. As a key member of the team, you will be responsible for developing and executing strategic plans to engage with GSIs, ensuring alignment with Datadog's overall business objectives.

The day-to-day responsibilities will involve a deep dive into the world of cloud software and services, understanding the technical and marketing aspects of integrated partnership launches, and coordinating these efforts to ensure seamless execution. Your role will also encompass enabling and activating existing GSI partners through comprehensive training, meticulous planning, and collaborative selling activities. This is a role that requires a blend of technical acumen, business development savvy, and interpersonal skills to foster strong, beneficial partnerships.

## What You Will Do - Identify and recruit new strategic Global SI partners to drive revenue growth and expand Datadog's footprint in the South EMEA region.

• Enable and activate existing GSI partners through training, planning, and joint selling activities to maximize partnership potential.
• Coordinate the technical and marketing aspects of integrated partnership launches to ensure successful execution and minimal friction.
• Host regular business reviews with partners to drive accountability, report on success metrics, and identify areas for improvement.
• Work closely with Datadog’s regional enterprise and commercial sales organizations to align strategies and leverage collective strengths.
• Generate partner-sourced net-new sales pipeline and revenue, focusing on sustainable growth and high-value partnerships.
• Develop and maintain a deep understanding of the partner ecosystem, including market trends, competitor activity, and emerging opportunities.
• Collaborate with internal stakeholders, including sales, marketing, and product teams, to ensure alignment and maximize partnership impact.
• Travel (approximately 40-50% of the time) to meet with partners, attend industry events, and represent Datadog in strategic discussions.

• 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, including their business models, challenges, and opportunities.
• 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, adapting to the needs of the partners and the business.
• Entrepreneurial mindset with a passion for taking initiatives from ideation to impact, thriving in fast-paced, sometimes unpredictable growth cultures and environments.
• Background in SaaS and/or consumption-based software platforms, with a track record of identifying market opportunities and initiating go-to-market plans and sales follow-through.
• Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through.

• Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment, to leverage emerging trends and technologies.
• Technical background/education, facilitating a stronger grasp of the technical aspects of partnerships and product integrations.
• Familiarity with Excel and other data analysis tools, to drive data-informed decision-making and partnership optimization.

• Opportunity to work with a leading cloud software company, at the forefront of innovation and growth.
• Flexible, remote work arrangements, allowing for a balance between professional and personal life.
• Access to cutting-edge technologies and tools, facilitating professional development and staying ahead of industry trends.
• Collaborative, dynamic work environment, fostering creativity, innovation, and teamwork.
• Professional development opportunities, including training, mentorship, and career advancement possibilities.
• Recognition and reward for outstanding performance, acknowledging and appreciating individual and team contributions.

- Highlight Strategic Experience: Emphasize your experience in developing and executing strategic partnership plans, especially those that have driven significant revenue growth.

• Demonstrate Technical Acumen: Showcase your ability to understand and communicate complex technical concepts, particularly in the context of cloud services and software-as-a-service.
• Prepare for Travel: Be ready to discuss your willingness and ability to travel extensively for the role, including how you manage travel stress and maintain productivity on the road.
• Showcase Entrepreneurial Spirit: Provide examples of times when you took initiatives from concept to successful execution, highlighting your passion for growth and innovation.
• Leverage Your Network: If you have connections within the industry or with potential partners, be prepared to discuss how you could leverage these relationships to benefit Datadog.
• Ask About Culture: Inquire about Datadog’s culture and values, demonstrating your interest in fitting into the team and contributing to its dynamic.
• Discuss Flexibility: Talk about your experience with flexible or remote work arrangements and how you maintain productivity and collaboration in such environments.