Principal Partner Manager - Channels (Security) id-8692

May 14, 2025

We are looking for an experienced Principal Partner Manager to build and accelerate growth with our top Security focused channel partners in America. Our ultimate goal is building channels and alliances that drive new customer adoption and revenue. In this role, you will drive Datadog’s business relationships by analyzing partner business performance, identifying methods of increasing partner and Datadog returns, and identifying opportunities with your named partners to position Datadog as the observability & cloud security platform of choice for their install base, programs & contracts. This is a great opportunity for you to join a high-growth cloud software company and help blaze the path for our company's expansion.

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At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them.

What You’ll Do:

Own the top cloud security focused channel partner relationships

Drive net new and expansion revenue through our top established and strategic cloud security partners

Recruit and onboard new security focused partners aligning to Datadog’s Ideal Partner Profile

Oversee Datadog Partner Agreement process and if needed, collaborating with Datadog legal

Work with partners to develop partner-led insertion points, including joining solution and services offerings.

Enable and activate existing 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

Generate partner-sourced net-new sales pipeline and revenue

Year One variable commissions will be aligned to completion of Management by Objectives KPIs

Who You Are:

8+ years of partner-facing, quota-carrying experience in the cyber security and/or cloud security SaaS industry

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 cloud hyperscalers

Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing

Willingness to travel 20% of the time

Bonus Points:

Experience with partnerships supporting DevSecOps, particularly in a cloud environment

Technical background/education

Entrepreneurial mindset with a passion for taking initiatives from ideation to impact

Passion for fast-paced, sometimes unpredictable growth culture and environment

Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through

Process Oriented. You pay attention to the details. You update your SFDC accounts. Your previous Sales Operations Teams love you

A Channel Matchmaker. You know how to find the right partner for the right opportunity

A Team Player. Selling is a team sport, and the field is our customer. You were your previous Field team's "go-to" channel person

Experience in channel recruitment and onboarding

SaaS Channel Experience

Consistent track record of meeting and exceeding targets

Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc)

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply.

Benefits and Growth:

Entrepreneurial mindset with a passion for taking initiatives from ideation to impact

Passion for fast-paced, sometimes unpredictable growth culture and environment

Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through

Background in SaaS and / or consumption based software platforms

Experience with systems management or monitoring

Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment

Technical background/education

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

Datadog offers a competitive salary and equity package, and may include variable compensation. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, Datadog offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan.

The reasonably estimated yearly salary for this role at Datadog is:

$157,500—$213,500 USD

About Datadog:

Datadog (NASDAQ: DDOG) is a global SaaS business, delivering a rare combination of growth and profitability. We are on a mission to break down silos and solve complexity in the cloud age by enabling digital transformation, cloud migration, and infrastructure monitoring of our customers’ entire technology stacks. Built by engineers, for engineers, Datadog is used by organizations of all sizes across a wide range of industries. Together, we champion professional development, diversity of thought, innovation, and work excellence to empower continuous growth. Join the pack and become part of a collaborative, pragmatic, and thoughtful people-first community where we solve tough problems, take smart risks, and celebrate one another. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center.

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