Senior Manager, Channels

 

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Senior Manager, Channels – Brazil

As the Senior Manager, Channels – Brazil, you will lead Datadog’s Channel organization in Brazil, managing a team of Partner Managers responsible for building and scaling a highly productive partner ecosystem across the country.

You and your team will recruit, develop, and manage Datadog Sales & Services partners, including system integrators, managed service providers, resellers, and specialized technology partners. You will be accountable for increasing partner-sourced pipeline, driving incremental revenue, strengthening partner capabilities, and ensuring strong alignment between the partner ecosystem and Datadog’s Sales organization across Enterprise, Mid-Market, and Commercial segments.

The role reports to the Head of Channels & Alliances, Latin America and works closely with Brazil Sales leadership, Partner Solutions, Marketing, Customer Success, Alliances, Operations, Finance, and Legal to grow and scale Datadog’s Channel business in Brazil.

What You’ll Do

• Lead, develop, and manage the Brazil Partner Manager team, setting clear priorities, coaching for performance, and developing talent.
• Own the Channel strategy and execution for Brazil, aligning partner coverage, capabilities, and investments with the priorities of the Brazil Sales organization.
• Drive partner-sourced pipeline and incremental revenue by increasing the productivity of existing partners and developing new partners where strategic coverage or capability gaps exist.
• Build and maintain a balanced partner ecosystem across system integrators, MSPs, resellers, and specialized partners, with clear segmentation and development plans.
• Partner closely with Enterprise, Mid-Market, and Commercial Sales leadership in Brazil to define joint account strategies, improve partner engagement, and increase partner contribution across new-logo and expansion opportunities.
• Establish senior and executive relationships with key Brazil partners and serve as an escalation point for complex partner, commercial, and go-to-market matters.
• Work with Partner Solutions to strengthen partner technical capabilities, certifications, services capacity, and ability to independently support customer opportunities.
• Collaborate with the Alliances organization to connect Brazil Channel partners with AWS, Microsoft Azure, and Google Cloud where joint go-to-market motions can accelerate growth.
• Drive consistent operating cadences with the team and strategic partners, including business planning, pipeline reviews, account mapping, and performance reviews.
• Own Brazil Channel metrics, forecasting, pipeline visibility, and reporting to Brazil and LATAM leadership.
• Identify gaps in partner coverage, skills, specialization, or geographic reach and develop plans to address them.

Who You Are

• 5+ years of people leadership experience, including hiring, coaching, and developing sales or partner professionals.
• 10+ years of experience in Channels, Partnerships, Business Development, or enterprise technology sales, preferably within SaaS, cloud, cybersecurity, observability, or related technology markets.
• Proven experience building and scaling partner ecosystems and generating measurable pipeline and revenue through partners.
• Strong knowledge of the Brazilian technology and partner ecosystem, including system integrators, resellers, MSPs, and cloud-focused partners.
• Experience working closely with direct Sales organizations across multiple segments, ideally including Enterprise and Commercial.
• Strong business acumen and experience managing pipeline, forecasting, partner performance, and investment priorities.
• Ability to understand technical concepts and connect partner capabilities to customer and sales requirements.
• Strong executive presence and ability to build trusted relationships with senior internal stakeholders and partner executives.
• Based in São Paulo, Brazil, with the ability to work from Datadog’s São Paulo office as part of our hybrid workplace model.
• Excellent written and verbal communication skills in Portuguese and English.
• Comfortable operating in a fast-growing environment that requires both strategic leadership and hands-on execution.