Principal Partner Manager – Technology Alliances

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take ownership and expand strategic ISV GTM partnerships: spearhead Datadog’s GTM strategy with ISV partners, overseeing essential partner alliances and field relationships.

• Align with the product team: collaborate closely with Datadog Product on co-build and co-innovation initiatives, while driving revenue for new solutions and ensuring successful implementation in the sales field.

• Develop and execute the GTM plan: work in tandem with Datadog Channels & Alliances team members worldwide to create an effective global yet localized strategy.

• Propel Revenue Growth: identify and implement joint business opportunities, including Power of 3 campaigns with reseller/SI partners.

• Ensure Datadog effectively utilizes ISV GTM partner programs and funding opportunities available for GTM initiatives.

• Establish new market pathways, including collaborative product listings on Cloud Marketplaces.

• Create Sales Playbooks and messaging in partnership with internal Product and Marketing teams.

• Enable Field & Partner: provide training and support to Datadog’s global Channels & Alliances and field sales teams regarding partnership benefits, co-sell activities, and offerings.

• Measure & Optimize: monitor partnership GTM performance through key metrics (pipeline, revenue, incentives), present findings to leadership regularly, and continuously refine strategies to enhance impact.

⛳️ Requirements

• Over 10 years of experience in partner-facing business development, strategic alliances, or channel sales within a software as a service or cloud organization.

• Proven experience in a global role, collaborating with local internal teams.

• Proficient in driving sales as well as partner-sourced and partner-influenced opportunities.

• Background in working with Product organizations in intricate technology sectors (e.g., AI, security).

• Ability to rapidly grasp technical concepts and articulate them to others both verbally and in writing.

• Experience with Technology, Cloud, and/or ISV Alliances is advantageous.

🏝️ Benefits

• High income earning potential based on performance.

• Stock equity for new hires (RSU) and an employee stock purchase plan (ESPP).

• Ongoing professional development, product training, and career advancement opportunities.

• An intra-departmental mentor and buddy program to facilitate in-house networking.

• A diverse company culture with opportunities to participate in our Community Guilds.

• Comprehensive global benefits.