Senior Partner Manager - Channels (Public Sector)
About the position We are looking for an experienced Channel & Alliances sales professional to ignite and nurture partnerships by identifying and recruiting new partners for long-term success as well as manage ongoing relationships with key strategic partners, including managed services providers, professional services partners, resellers and cloud provider alliances. Our ultimate goal is developing alliances that drive both customer adoption and new revenue. This is a great opportunity for you to join a cloud software company and help blaze the path for our company's growth. At Datadog, we place value in our office culture - the relationships and collaboration it builds, and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. As the Director, Channels & Alliances you will drive incremental revenue for Datadog by building and scaling a highly capable partner community. In this role, you, along with your team, will recruit, develop, and manage Datadog Sales & Services partners including system integrators, managed service providers, and resellers. You and your team will also be responsible for further developing Datadog’s strategy technology partnerships with companies such as AWS, GCP, and Microsoft Azure. The role reports into the VP, Channels & Alliances and works cross functionally with marketing, sales, field enablement, product, sales ops, and legal to build, manage, and scale the Datadog Partner business in the region. At Datadog, we place value in our office culture - the relationships and collaboration it builds, and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. Responsibilities • 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 • 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. Requirements • 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 • 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. Nice-to-haves • 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 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 Apply tot his job