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DatadogDatadogCalifornia

Principal Partner Manager - Technology Alliances

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

About the role

What You’ll Do

  • Own & scale strategic ISV GTM partnerships: lead Datadog’s GTM strategy with the ISV partners, managing key partner alliance and field relationships.
  • Align with Product team: work closely with Datadog Product on their co-build / co-innovation priorities and own driving revenue for net new solutions, helping them land successfully in the sales field.
  • Build and drive the GTM plan: work closely with Datadog Channels & Alliances team members globally to drive an effective global but local plan.
  • Drive Revenue Growth: identify and execute joint business opportunities, including Power of 3 campaigns with reseller/SI partners.
  • Ensure Datadog fully leverages ISV GTM partner programs and GTM funding opportunities.
  • Create new routes to market, including joint product listings on Cloud Marketplaces.
  • Develop Sales Playbooks and messaging with internal Product and Marketing teams.
  • Field & Partner Enablement: train and support Datadog’s global Channels & Alliances and field sales teams on partnership benefits, co-sell motions, and offerings.
  • Measure & Optimize: track partnership GTM performance using key metrics (pipeline, revenue, incentives), present to leadership regularly, and continuously refine strategy to maximize impact.

Who You Are

  • 10+ years of partner-facing business development, strategic alliances, or channel sales at a software as a service or cloud organization.
  • Experience in global role, working with local internal teams.
  • Skilled in driving sales, partner sourced and partner influenced opportunities.
  • Experienced in working with Product organizations in complex technology areas (ie AI, security).
  • Able to quickly understand technical concepts and explain them to others verbally and in writing.
  • Experience working with Technology, Cloud, and/or ISV Alliances a plus.

Skills

Business DevelopmentStrategic AlliancesChannel SalesGo-to-Market StrategyIsv PartnershipsCloud TechnologiesProduct AlignmentSales PlaybooksPartner EnablementRevenue GrowthAISecurity

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