Principal Partner Manager - Channels (GSI)

ABOUT THE ROLE We are seeking an experienced Principal Partner Manager - Channels (GSI) to drive partnerships and revenue growth for our high-growth cloud software company. This role involves identifying and recruiting new strategic Global Systems Integrator partners, nurturing ongoing relationships with key partners, and coordinating technical and marketing aspects of integrated partnership launches. The ideal candidate will have a strong track record of building long-lasting partnerships and driving sales opportunities from lead generation to closure. WHAT YOU'LL DO As a Principal Partner Manager - Channels (GSI), you will be responsible for: - Identifying and recruiting new strategic Global SI partners to drive revenue growth - Enabling and activating existing GSI partners through training, planning, and joint selling activities - Coordinating the technical and marketing aspects of integrated partnership launches - Hosting regular business reviews with partners to drive accountability and report on success metrics - Working hand-in-hand with Datadog's regional enterprise and commercial sales organizations - Generating partner-sourced net-new sales pipeline and revenue WHAT YOU'LL NEED To succeed in this role, you will need: - 10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software as a service organization - 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 Global and regional SIs - Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing - Willingness to travel 40-50% of the time WHY REMOTE Datadog operates as a hybrid workplace to ensure our team members can create a work-life harmony that best fits them. This role is designed to be remote, allowing you to work from anywhere while being part of a fast-paced, sometimes unpredictable growth culture and environment. BENEFITS Datadog offers a competitive salary and equity package, including variable compensation. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, Datadog offers a wide range of comprehensive and inclusive employee benefits, including: - Healthcare, dental, parental planning, and mental health benefits - A 401(k) plan and match - Paid time off - Fitness reimbursements - A discounted employee stock purchase plan