Principal Partner Manager - Channels
Builds and expands strategic security-focused channel partnerships across the EMEA region, driving partner-sourced pipeline, revenue, recruitment, enablement, and joint solutions. Requires 5+ years of quota-carrying partner experience in cybersecurity or cloud security SaaS.
About the job
Responsibilities
- Own top cloud security-focused channel partner relationships.
- Drive net-new and expansion revenue through established and strategic cloud security partners.
- Recruit and onboard new security-focused partners aligned to the Ideal Partner Profile.
- Oversee the Datadog Partner Agreement process and collaborate with Legal when needed.
- Develop partner-led insertion points, including joint solution and services offerings.
- Enable and activate partners through training, planning, and joint-selling activities.
- Coordinate technical and marketing aspects of integrated partnership launches.
- Host regular business reviews to drive accountability and report on success metrics.
- Generate partner-sourced net-new sales pipeline and revenue.
Requirements
- 5+ years of partner-facing, quota-carrying experience in the cybersecurity and/or cloud security SaaS industry.
- Proven ability to drive sales opportunities from lead generation through closure.
- Experience negotiating agreements and building long-lasting partnerships.
- Understanding of and exposure to leading cloud hyperscalers.
- Ability to quickly understand technical concepts and architectural scenarios and explain them verbally and in writing.
- Willingness to travel 30–40% across the EMEA region.
- Professional English proficiency required; additional European languages are a plus.
Benefits and Compensation
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Intra-departmental mentor and buddy program.
- Inclusive company culture and Community Guilds.
- Generous global benefits.
Benefits may vary based on country of employment and employment terms.
Skills
Cybersecurity, Cloud Security, SaaS, Cloud Hyperscalers, Partner Agreements, Sales Pipeline Generation, Joint Selling, MEDDIC, Command Of The Message, Cloud Architecture
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