Principal Partner Manager at Datadog.
About the role In this pivotal role, you will focus on nurturing and enhancing relationships with key channel partners in the security domain across the EMEA region. Your main goal will be to drive customer acquisition and boost revenue through these strategic partnerships. You will play a crucial role in shaping Datadog's business landscape by assessing partner performance, uncovering opportunities for mutual growth, and establishing Datadog as the premier observability and cloud security platform for partners' existing clientele.
Key facts
Location: London, United Kingdom; United Kingdom, Remote Engagement: Full-time Team: Sales
What you'll do
- Build and maintain strategic relationships with leading cloud security channel partners to foster collaboration and growth.
- Drive the generation of new business opportunities while enhancing existing revenue channels through these partnerships.
- Identify and recruit new security-focused partners that align with Datadog's strategic vision and objectives.
- Oversee the partner agreement process, working closely with legal teams to ensure compliance and clarity.
- Collaborate with partners to develop joint solutions and service offerings that meet market demands.
- Facilitate partner enablement through comprehensive training programs and collaborative selling initiatives.
- Manage the technical and marketing components of launching partnerships effectively.
- Conduct regular business reviews with partners to evaluate progress and performance metrics.
- Develop and maintain a robust sales pipeline sourced from partners, driving revenue growth.
- Monitor market trends and competitor activities to inform partnership strategies and adjustments.
- Engage in strategic planning sessions to align partner goals with Datadog's business objectives.
- Act as a liaison between partners and internal teams to ensure seamless communication and execution of initiatives.
Requirements
- At least 5 years of experience in partner management, specifically within the cybersecurity or cloud security SaaS industry, with a proven track record of meeting quota.
- Demonstrated ability to manage the complete sales cycle, from lead generation to closing deals, including negotiation and partnership development.
- Strong familiarity with major cloud service providers and experience in collaborating with them.
- Ability to grasp and articulate technical concepts and architectural frameworks effectively.
- Willingness to travel approximately 30-40% of the time across the EMEA region to engage with partners.
- Professional proficiency in English is mandatory; additional language skills are advantageous.
Nice to have
- Proficiency in additional European languages to enhance communication with diverse partners.
- Previous experience in a fast-paced tech environment, particularly within SaaS companies.
- Familiarity with sales methodologies such as MEDDIC or Command of the Message.
Skills & tools
- Strong analytical skills to assess partner performance and market opportunities.
- Excellent communication and interpersonal skills for effective relationship management.
- Proficient in using CRM tools and sales enablement platforms to track progress and manage partnerships.
- Ability to work collaboratively in a team-oriented environment while also being self-motivated.
Practical notes
- This position offers significant income potential based on individual performance metrics.
- New employees will receive stock equity (RSU) and can participate in an employee stock purchase plan (ESPP).
- Continuous professional development opportunities, including product training and career advancement pathways, are available.
- Access to specialized sales training programs, such as MEDDIC and Command of the Message, will be provided.
- A mentorship and buddy program is in place to support new hires in building internal networks.
- Datadog promotes an inclusive culture with various opportunities to join Community Guilds and engage with colleagues.
- Comprehensive global benefits are available, though specifics may vary depending on the employment location and role type.
This role is an exciting opportunity for a driven professional looking to make a significant impact in the rapidly evolving field of cloud security.
Principal Partner Manager employer: Datadog
Datadog is an exceptional employer, offering a dynamic work environment in Greater London where innovation and collaboration thrive. Employees benefit from competitive compensation packages, including stock equity, alongside ample opportunities for professional growth and development. The company's commitment to diversity and inclusion fosters a supportive culture that empowers individuals to excel and make a meaningful impact in the tech industry.
