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 revenue-increasing methods, and positioning Datadog as a leading observability and cloud security platform. This role involves managing partner agreements, developing partner-led solutions, enabling partners through training and joint selling, and generating sales pipelines. Datadog offers a hybrid work environment and a competitive compensation and benefits package. This is an excellent opportunity to contribute to a high-growth cloud software company and shape its expansion.

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
• Competitive salary and equity package
• Variable compensation
• Healthcare
• Dental
• Parental planning
• Mental health benefits
• 401(k) plan and match
• Paid time off
• Fitness reimbursements
• Discounted employee stock purchase plan