Senior Partner Manager - Channels (Security)

Datadog, Inc.; Sydney; Hybrid; AUD 150,000 - 190,000; Full time

Benefits offered by this job

Entrepreneurial culture

Fast-paced growth

Go-to-market experience

SaaS background

DevOps exposure

Cloud environment knowledge

Job summary

Datadog, Inc. is seeking a Senior Partner Manager to grow our security-focused channel ecosystem in APAC.

You’ll cultivate top partner relationships, drive revenue through strategic cloud security partners, and embed Datadog as the observability and security platform of choice for their install base. You will recruit partners, manage partner agreements, coordinate joint launches, and lead quarterly business reviews to measure success and ensure alignment with Datadog’s growth goals.

Qualifications

• 5+ years of partner-facing, quota-carrying experience in the cyber security and/or cloud security SaaS industry.
• 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 cloud hyperscalers.
• Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing.
• Willing to travel 30-40% of the time.

Responsibilities

• Own the top cloud security focused channel partner relationships.
• Drive net new and expansion revenue through our top established and strategic cloud security partners.
• Recruit and onboard new security focused partners aligning to Datadog’s Ideal Partner Profile.
• Oversee Datadog Partner Agreement process and collaborate with Datadog legal.
• Work with partners to develop partner-led insertion points, including joining solution and services offerings.
• Enable and activate existing 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.
• Generate partner-sourced net-new sales pipeline and revenue.
• Variable commissions will be 40% of the On Target Earnings

Skills

Partner-facing sales

Quota-carrying

Cyber/cloud security SaaS

Negotiation skills

Cloud hyperscalers familiarity

Technical communication

Travel 30-40%

Job description

Senior Partner Manager - Channels (Security)

We are looking for an experienced Senior Partner Manager to build and accelerate growth with our top Security focused channel partners in APAC. Our ultimate goal is building channels and alliances that drive new customer adoption and revenue. In this role, you will drive Datadog’s business relationships by analyzing partner business performance, identifying methods of increasing partner and Datadog returns, and identifying opportunities with your named partners to position Datadog as the observability & cloud security platform of choice for their install base, programs & contracts. This is a great opportunity for you to join a high-growth cloud software company and help blaze the path for our company's expansion.

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.

What You’ll Do:

• Own the top cloud security focused channel partner relationships
• Drive net new and expansion revenue through our top established and strategic cloud security partners
• Recruit and onboard new security focused partners aligning to Datadog’s Ideal Partner Profile
• Oversee Datadog Partner Agreement process and if needed, collaborating with Datadog legal
• Work with partners to develop partner-led insertion points, including joining solution and services offerings.
• Enable and activate existing 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
• Generate partner-sourced net-new sales pipeline and revenue
• Variable commissions will be 40% of the On Target Earnings

Who You Are:

• 5+ years of partner-facing, quota-carrying experience in the cyber security and/or cloud security SaaS industry
• 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 cloud hyperscalers
• Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
• Willing to travel 30-40% of the time

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay.

Benefits and Growth:

• 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
• Background in SaaS and / or consumption based software platforms
• Experience with systems management or monitoring
• Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment
• Technical background/education

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

#LI-Hybrid

Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center.

Equal Opportunity at Datadog:

Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.

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