Own & scale strategic ISV GTM partnerships: lead Datadog’s GTM strategy with the ISV partners, managing key partner alliance and field relationships.
Product team alignment: work closely with Datadog Product on their co-build / co-innovation priorities and then 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.

Experienced in 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.

Principal Partner Manager – Technology Alliances

Key skills