Principal Partner Manager - Channels (GSI)

The Principal Partner Manager - Channels (GSI) at Datadog will primarily focus on identifying and recruiting new strategic Global Systems Integrators (GSIs) to drive revenue growth. This role involves enabling existing GSI partners through training and planning, coordinating integrated partnership launches, hosting regular business reviews, and generating partner-sourced sales pipeline and revenue.

To qualify for the Principal Partner Manager - Channels (GSI) position at Datadog, candidates should have over 10 years of partner-facing, quota-carrying experience in business development or channel sales, particularly within the cloud services or SaaS sector. Experience in driving sales from start to finish and a strong understanding of working with global and local SIs is critical.

Datadog fosters an environment of continuous growth and learning, especially for the Principal Partner Manager - Channels (GSI). The company emphasizes the importance of collaboration and offers various resources, including training programs and mentoring, to enhance your skills and help you thrive in this fast-paced role.

GSI partnerships are vital for Datadog as they enhance our ability to reach new customers and drive revenue growth. By working closely with GSIs, the Principal Partner Manager will facilitate better market penetration and enable collaborative solutions that can address complex customer needs across various industries.

Yes, the Principal Partner Manager - Channels (GSI) role at Datadog requires a willingness to travel approximately 40-50% of the time. This travel is essential for building relationships with partners and ensuring the successful execution of partnership initiatives.

To recruit new GSIs for Datadog, I would leverage market research and analysis to identify potential partners, reach out with tailored proposals that highlight mutual benefits, and actively engage them through networking, conferences, and collaborative initiatives.

In my previous roles, I've successfully managed various channel partnerships by developing clear communication channels, setting joint goals, and regularly monitoring performance metrics to ensure alignment and accountability, thus fostering long-term, mutually beneficial relationships.

Conflicts are best handled through open communication. I always aim to address the issue directly by understanding their perspective, collaborating on finding a solution, and ensuring that we re-establish trust and clarity in our partnership moving forward.

My approach to enabling channel partners includes assessing their training needs, providing comprehensive resources, conducting joint sales activities, and continuously engaging in feedback loops to optimize our partnership and ensure they are equipped for success.

Success can be measured through various KPIs such as revenue growth attributed to the partnership, the number of joint sales initiatives executed, and overall satisfaction levels from both the partners and customers regarding the collaboration.

I believe the most important quality in a partnership manager is relationship-building capability. The ability to cultivate trust, communicate openly, and empathize with partners ensures long-lasting and fruitful partnerships.

Staying updated involves actively participating in industry conferences, engaging with the tech community on social media, reading relevant publications, and investing time in professional development courses focused on cloud technologies and strategic alliances.

I have a solid track record of negotiating partner agreements by being well-prepared with data to support my position. I focus on understanding the other party's needs and seek to create win-win scenarios that align our goals and ensure mutual benefit.

Cultural fit is crucial because it ensures that both organizations share aligned values and vision, which leads to smoother collaboration, better communication, and ultimately more successful outcomes in our partnership efforts.

My approach to joint business planning involves collaborative sessions where we align our objectives, define clear action plans, allocate resources, and establish timelines for tracking progress, ensuring that both parties are invested in the partnership's success.