Principal Partner Manager - Channels (GSI)

Are you someone who thrives on building impactful relationships and shaping the future of partnerships? Datadog, a leader in cloud monitoring and security, is looking for a dynamic Principal Partner Manager to join our growing team. This is a genuinely exciting chance to ignite powerful collaborations with Global Systems Integrator partners, driving new customer adoption and significant revenue growth as we continue our rapid global expansion. If you love the thrill of identifying key strategic alliances and nurturing them for long-term success, all while contributing to a vibrant, innovative company culture, then this fully remote, worldwide opportunity might just be your next big adventure.

Overview

In this crucial role, you will be instrumental in expanding Datadog's market reach through strategic channel development. You will work to identify, recruit, and enable Global Systems Integrator (GSI) partners, fostering strong, mutually beneficial relationships that translate into accelerated customer acquisition and revenue streams. As a key player in our Alliances team, you will help blaze the path for Datadog's expansion by coordinating technical and marketing aspects of integrated partnership launches, ensuring our GSI partners are well-equipped and motivated to succeed with us. This position offers the unique blend of strategic vision and hands-on execution within a high-growth cloud software environment.

Key Responsibilities

Proactively identify and recruit new strategic Global SI partners, cultivating relationships that significantly contribute to our revenue growth targets.
Enable and activate existing GSI partners effectively through comprehensive training, joint business planning sessions, and collaborative selling activities.
Coordinate seamlessly across internal teams to manage the technical and marketing components essential for successful integrated partnership launches.
Conduct regular, impactful business reviews with partners, ensuring accountability, tracking performance metrics, and celebrating shared successes.
Collaborate closely with Datadog’s regional enterprise and commercial sales organizations to identify synergy and maximize joint selling opportunities.

Requirements

Extensive proven experience, typically 8+ years, in partner sales, channel management, or business development roles, with a strong focus on Global Systems Integrators.
A demonstrated track record of successfully identifying, recruiting, enabling, and managing large, strategic GSI partnerships to achieve substantial revenue goals.
Deep understanding of the cloud ecosystem, SaaS business models, and the monitoring or observability space.
Exceptional communication, presentation, and negotiation skills, capable of engaging effectively with senior executives and technical stakeholders.
Ability to thrive independently in a fast-paced, dynamic environment while also contributing positively to a distributed team culture.
Strong analytical skills to track partner performance, identify trends, and make data-driven decisions.
Bachelor's degree in a relevant field; a Master's degree or equivalent experience is a plus.

What You'll Gain

The chance to make a significant impact on Datadog's global expansion and partner ecosystem in a principal-level role.
Work within a high-growth, innovative cloud software company that values collaboration and forward-thinking strategies.
A fully remote, worldwide work environment that promotes flexibility and work-life harmony.
Opportunities for continuous professional development and career advancement within a leading technology organization.
Exposure to cutting-edge technologies and the opportunity to shape how Datadog partners with the world's largest systems integrators.