# Principal Partner Manager - Channels

**Company:** [Datadog](https://hotfix.jobs/companies/datadog)
**Location:** London, United Kingdom
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** Cybersecurity, Cloud Security, SaaS, Cloud Hyperscalers, Partner Agreements, Sales Pipeline Generation, Joint Selling, MEDDIC, Command Of The Message, Cloud Architecture
**Posted:** 2026-08-12

> 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.

## Job Description

## 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.

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