Principal Partner Manager, Channels

Summary

Join Datadog as a Principal Partner Manager to cultivate and accelerate growth with top Security-focused channel partners in America. You will be responsible for driving business relationships, analyzing partner performance, identifying growth strategies, and positioning Datadog as a leading observability and cloud security platform. This role involves managing partner agreements, developing joint offerings, enabling partners through training, and conducting regular business reviews. The ideal candidate possesses extensive experience in partner management, sales, and the cybersecurity/cloud security SaaS industry. Datadog offers a hybrid work environment and a competitive compensation and benefits package.

Requirements

• 8+ 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, effectively negotiating agreements and building long-lasting partnerships
• Understanding of, and exposure to working with, the leading cloud hyperscalers
• Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
• Willingness to travel 20% of the time

Responsibilities

• Own the top cloud security focused channel partner relationships
• Drive net new and expansion revenue through our top 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 if needed, collaborating with Datadog legal
• Work with partners to develop partner-led insertion points, including joining 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

Preferred Qualifications

• Experience with partnerships supporting DevSecOps, particularly in a cloud environment
• Technical background/education
• 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
• Process Oriented. You pay attention to the details. You update your SFDC accounts. Your previous Sales Operations Teams love you
• A Channel Matchmaker. You know how to find the right partner for the right opportunity
• A Team Player. Selling is a team sport, and the field is our customer. You were your previous Field team's "go-to" channel person
• Experience in channel recruitment and onboarding
• SaaS Channel Experience
• Consistent track record of meeting and exceeding targets
• Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc)

Benefits

• Year One variable commissions will be aligned to completion of Management by Objectives KPIs
• Hybrid workplace
• Healthcare
• Dental
• Parental planning
• Mental health benefits
• A 401(k) plan and match
• Paid time off
• Fitness reimbursements
• A discounted employee stock purchase plan
• Competitive salary and equity package
• Variable compensation