DatadogBoston, MAMay 13

Principal Partner Manager - Channels (GSI)

Leads recruitment and management of Global Systems Integrator partners to drive revenue growth through joint selling, training, and business reviews. Requires 10+ years quota-carrying partner sales experience in SaaS/cloud, technical aptitude, and 40-50% travel.

130k – 184k

Hybrid10+ YOEPartnerships

About the role

What You'll Do

Identify and recruit new strategic Global SI partners to drive revenue growth
Enable and activate existing GSI 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
Work hand-in-hand with Datadog’s regional enterprise and commercial sales organizations
Generate partner-sourced net-new sales pipeline and revenue

Who You Are

10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software as a service organization
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 Global and regional SIs
Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
Willingness to travel 40-50% of the time

Bonus Points:

Entrepreneurial mindset with a passion for taking initiatives from ideation to impact
Passion for fast-paced, sometimes unpredictable growth culture and environment
Background in SaaS and / or consumption based software platforms
Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through
Experience with systems management or monitoring
Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment
Technical background/education

Skills

SaaSCloud ServicesPartner ManagementChannel SalesBusiness DevelopmentStrategic AlliancesDevOpsContainersSystems ManagementGo-To-Market

Similar roles

Associate Principal, Payer Partnerships

HeadwayUnited StatesApr 14

Owns commercial relationships and channel strategy with a national health plan partner to expand Headway's mental health footprint. Requires 7+ years in healthcare business development or partnerships, with expertise in building strategic relationships in complex organizations.

130k – 200k

Remote7+ YOEPartnerships

Principal Delivery Success Manager

OktaBellevue, WA +4May 14

Leads and develops Okta partners to deliver high-quality IAM implementations, guiding them through maturity models, validating go-lives, and advising sales on partner selection. Requires 10+ years in enterprise software delivery and strong IAM knowledge.

138k – 213k

Hybrid10+ YOEPartnerships

IBM Principal Specialist

MongoDBNew York, NYApr 15

Leads IBM co-sell partnership across Americas, focusing on North America, to drive MongoDB revenue through joint GTM initiatives, sales execution, and enablement. Requires 5+ years quota-carrying sales with IBM experience, BFSI knowledge, and formal sales training.

153k – 192k

Hybrid5+ YOEPartnerships

Principal Partner Specialist

MongoDBNew York, NYApr 15

Leads strategic partnerships with Google Cloud to generate pipeline, drive large deals, and own GTM strategy in US-East. Requires 8+ years in quota-carrying sales, hyperscaler co-selling experience, and C-level engagement skills.

162k – 162k

Hybrid8+ YOEPartnerships

Principal Partner Manager - Technology Alliances

DatadogCalifornia +4Jul 6

Principal Partner Manager responsible for scaling high-priority ISV go-to-market partnerships globally. Drive joint GTM initiatives, co-innovation with Product, revenue growth through co-sell motions, enablement, and performance tracking in the observability and cloud ecosystem.

195k – 286k

Remote10+ YOEPartnerships