Principal Partner Manager - Channels (GSI)
Leads recruitment and management of Global Systems Integrator partners to drive revenue growth through joint selling, training, and business reviews. Requires 10+ years quota-carrying partner sales experience in SaaS/cloud, technical aptitude, and 40-50% travel.
About the job
What You'll Do
- Identify and recruit new strategic Global SI partners to drive revenue growth
- Enable and activate existing GSI 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
- 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
- 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
Bonus Points:
- Entrepreneurial mindset with a passion for taking initiatives from ideation to impact
- Passion for fast-paced, sometimes unpredictable growth culture and environment
- Background in SaaS and / or consumption based software platforms
- Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through
- Experience with systems management or monitoring
- Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment
- Technical background/education
Skills
SaaS, Cloud Services, Partner Management, Channel Sales, Business Development, Strategic Alliances, DevOps, Containers, Systems Management, Go-To-Market
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