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About the Role
Grow high-priority ISV go-to-market (GTM) partnerships globally in close partnership with the Datadog Product team. Drive joint GTM initiatives, develop and execute GTM partner plans, and maximize revenue opportunities through sales motions. Requires a strategic and execution-focused leader with deep understanding of the ISV ecosystem, cloud technologies, and GTM strategy.
Responsibilities
- Own and scale strategic ISV GTM partnerships, leading Datadog’s GTM strategy with ISV partners and managing key partner alliance and field relationships.
- Align with the Product team on co-build/co-innovation priorities and drive revenue for net new solutions.
- Build and drive the GTM plan in collaboration with global Datadog Channels & Alliances team members.
- Identify and execute joint business opportunities, including Power of 3 campaigns with reseller/SI partners.
- Ensure Datadog 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.
- Train and support Datadog’s global Channels & Alliances and field sales teams on partnership benefits, co-sell motions, and offerings.
- Track partnership GTM performance using key metrics (pipeline, revenue, incentives), present to leadership regularly, and continuously refine strategy to maximize impact.
Requirements
- 10+ years of partner-facing business development, strategic alliances, or channel sales experience at a software as a service or cloud organization.
- Experience in a 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 (e.g., AI, security).
- Able to quickly understand technical concepts and explain them verbally and in writing.
- Experience working with Technology, Cloud, and/or ISV Alliances is a plus.
- Passionate about technology and eager to grow skills.
Skills
- Go-to-market (GTM) strategy
- ISV ecosystem
- Cloud technologies
- Sales motions
- Partner alliance management
- Field relationship management
- Product alignment
- Co-innovation
- Revenue generation
- Business development
- Channel sales
- Technical concept explanation
- Sales playbooks
- Messaging development
- Partner enablement
- Co-sell motions
- Performance tracking
- Strategic refinement
Location
- Global
Work Type
- Full-time
Experience Level
- Principal
- 10+ years
Salary/Compensations
- $195,000—$286,000 USD
Benefits
- High income earning opportunities based on performance
- New hire stock equity (RSU)
- Employee stock purchase plan (ESPP)
- Continuous professional development
- Product training
- Career pathing
- Intra-departmental mentor and buddy program
- Inclusive company culture
- Opportunity to join Community Guilds
- Generous global benefits
- Healthcare
- Dental
- Parental planning
- Mental health benefits
- 401(k) plan and match
- Paid time off
- Fitness reimbursements
- Discounted employee stock purchase plan
About the Company
- Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale.
- It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers.
- Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence.
- Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center.
Equal Opportunity
- Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law.
- We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
- Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form.
- This form is for accommodation requests only and cannot be used to inquire about the status of applications.