Director, Security Channels
Lead channel and alliance strategy for North America, recruiting and scaling strategic partners (MSPs, SIs, CSPs) to drive incremental revenue. Hire and manage a high-performing team while serving as executive sponsor for key technology partnerships.
About the job
What You’ll Do
- Identify and recruit new strategic CSP/MSP and SI partners to drive revenue growth
- Enable and activate existing partners through training, enablement and joint selling
- Coordinate the technical and marketing aspects of integrated partnership launches
- Host quarterly business reviews with partners to drive accountability and report on success metrics
- Work hand-in-hand with Datadog’s regional enterprise and commercial sales organizations
- Generate partner-sourced net-new sales pipeline and revenue
Who You Are
- 5+ years of 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
- Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
- Willingness to travel 25-50% of the time
Bonus Points
- Experience with systems management or monitoring
- Experience with partnerships supporting DevOps, 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
Director, Channels & Alliances Responsibilities
- Hire, develop, and manage a high-performing team by recognizing exceptional talent and coaching them for success in their role
- Identify and recruit new companies into the Datadog Partner Network to drive incremental revenue and deliver successful outcomes for end customers
- Accelerate existing Datadog Partners’ business through business and technical enablement and successfully executing go-to-market activities
- Collaborate closely with Datadog’s regional enterprise and commercial sales organizations as well as regional marketing and customer success teams to drive incremental revenue for the region
- Serve as executive regional sponsor for key partnerships including top channel partners and AWS, GCP, and Microsoft Azure
- Own Channels & Alliances regional metrics and reporting to Datadog leadership
Director Requirements
- 5+ years of experience in leadership including hiring and developing sales and partner personnel
- 10+ years of experience in business development, strategic alliances, or channel sales at a cloud services or SaaS organization
- Confident in recruiting and building successful partnerships, including with multi-national and global organizations
- Able to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
- Excellent written and verbal communication skills, including interacting with and presenting to senior leadership, externally and internally
Benefits
- Continuous Sales training and career growth
- New hire stock equity (RSUs) and employee stock purchase plan
- Generous and competitive global and US benefits
- Friendly and inclusive workplace culture
Skills
Business Development, Strategic Alliances, Channel Sales, Partner Recruitment, Saas Partnerships, Cloud Services, AWS, GCP, Microsoft Azure, Go-to-Market Strategy, Sales Enablement, Team Leadership
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