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Datadog is seeking an experienced Principal GSI Partner Manager to lead the identification, recruitment, and activation of strategic Global Systems Integrator (GSI) partnerships across EMEA. This role is central to driving channel-led revenue growth and expanding Datadog's observability and security platform through partner ecosystems.
You will own the full partner lifecycle: identifying and recruiting new strategic GSI partners, enabling and activating existing partners through training and joint selling activities, coordinating technical and marketing aspects of partnership launches, and hosting regular business reviews to drive accountability and measure success. You'll work closely with Datadog's regional enterprise and commercial sales organizations to generate partner-sourced net-new pipeline and revenue.
Datadog is the leading observability and security platform for the AI era, providing unified visibility across the technology stack. The company is trusted by Fortune 500 companies and high-growth AI leaders globally.
The role operates on a hybrid basis with a primary office presence in the UK, with 40-50% travel expected to support partner engagement and business reviews across the EMEA region.
REQUIREMENTS:
- 10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or SaaS organization
- Proven track record driving sales opportunities from lead generation through closure, with strong negotiation and partnership-building skills
- Understanding of and exposure to working with leading Global and regional Systems Integrators
- Ability to quickly grasp technical concepts and architectural scenarios, and communicate them clearly verbally and in writing
- Willingness to travel 40-50% of the time
- Entrepreneurial mindset with passion for taking initiatives from ideation to impact
- Background in SaaS and/or consumption-based software platforms
- Experience identifying market opportunities with a track record of initiating go-to-market plans and sales execution
- Preferred: Experience with systems management or monitoring, partnerships supporting Containers and/or DevOps in cloud environments, or technical background/education
