Principal Partner Manager - Channels (UKI Security)
WFA Digital Insight
As demand for cloud security solutions continues to rise, the need for skilled partner managers is growing rapidly. With a 25% increase in cloud security investments in the past year, companies like Datadog are looking for experts to navigate this complex landscape. With over 5 years of experience in cyber security and SaaS industries, you can leverage your skills to drive business growth. Datadog stands out for its hybrid workplace culture, allowing for flexibility and work-life harmony. Before applying, consider your ability to understand technical concepts and build lasting partnerships.
Job Description
About the Role
The Principal Partner Manager - Channels (UKI Security) role at Datadog is a critical position that requires building and accelerating growth with top security-focused channel partners in EMEA. The ultimate goal is to drive new customer adoption and revenue through these partnerships. As a key member of the team, you will analyze partner business performance, identify opportunities for growth, and position Datadog as the go-to observability and cloud security platform.The role involves working closely with partners to develop joint solutions and services offerings, enabling and activating existing partners through training and planning, and coordinating the technical and marketing aspects of integrated partnership launches. You will also host regular business reviews with partners to drive accountability and report on success metrics.
What You Will Do
- Own and manage top cloud security-focused channel partner relationships
- Drive net new and expansion revenue through established and strategic cloud security partners
- Recruit and onboard new security-focused partners aligning to Datadog’s Ideal Partner Profile
- Oversee Datadog Partner Agreement process and collaborate with Datadog Legal when needed
- Work with partners to develop partner-led insertion points, including joint solution and services offerings
- Enable and activate existing 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
- Generate partner-sourced net-new sales pipeline and revenue
What We Are Looking For
- 5+ years of partner-facing, quota-carrying experience in the cyber security and/or cloud security SaaS industry
- Proven experience in driving sales opportunities from lead generation to closure, negotiating agreements, and building long-lasting partnerships
- Understanding of and exposure to working with leading cloud hyperscalers
- Ability to quickly understand technical concepts and architectural scenarios, and explain them verbally and in writing
- Willingness to travel 30–40% of the time across the EMEA region
- Professional English language skills; additional European language skills are a plus
Nice to Have
- Experience with Excel for data analysis and presentation
- Knowledge of cloud security trends and technologies
- Familiarity with partnership management tools and software
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 with the opportunity to join Community Guilds
- Generous global benefits, including health insurance and retirement plans
- Flexible remote work arrangements with a stipend for home office setup
How to Stand Out
- Tip: Develop a strong understanding of cloud security solutions and trends to stand out in your application.
- Be prepared to provide specific examples of successful partnerships you’ve managed in the past.
- Make sure your resume and cover letter are tailored to the role, highlighting relevant experience and skills.
- Practice your negotiation skills to effectively discuss salary and benefits.
- Research Datadog’s company culture and values to show your enthusiasm for the role and company.
- Prepare thoughtful questions to ask during the interview, such as what a typical day looks like or how the team collaborates.
- Be ready to discuss your experience with partnership management tools and software, and how you’ve used them to drive growth.
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