Principal Partner Program Manager - Resellers

<h2><strong>Job Description</strong></h2> <p>We're looking for an experienced Principal Partner Program Manager to own the Datadog Partner Network's solution provider program end to end, across Datadog's Channels &amp; Alliances organization.</p> <p>&nbsp;</p> <p>In this role, you'll be the program owner for Datadog's solution provider (reseller) partner program — setting program strategy, structure, tiering, and requirements, and driving the partner lifecycle from recruitment and onboarding through enablement and ongoing performance management. You'll also serve as the subject matter expert for partner pricing, helping shape how Datadog structures, operationalizes, and scales partner pricing across its ecosystem, and acting as the primary liaison between Channels &amp; Alliances and Deal Desk on partner-specific pricing requirements and commercial frameworks.</p> <p>You'll support both internal teams and external partners by providing guidance on program benefits, pricing models, deal structures, incentives, and commercial programs. You'll own enablement for the solution provider program more broadly, including pricing enablement, developing training content and onboarding programs that help Partner Sales Managers and partners confidently navigate the program and Datadog's evolving pricing landscape.</p> <p>This is a highly cross-functional role that requires deep experience building and running reseller-focused partner programs, along with experience in partner commercial models and SaaS pricing, and the ability to translate program and pricing strategy into scalable processes, tools, and training.</p> <p>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.</p> <h3><strong>What You'll Do</strong></h3> <p><strong>Own the Datadog Partner Network solution provider program</strong></p> <ul> <li>Own the strategy, structure, and roadmap for the Datadog Partner Network's solution provider (reseller) program</li> <li>Define and manage program tiers, requirements, and benefits for solution provider partners</li> <li>Drive the end-to-end partner lifecycle — recruitment, onboarding, activation, and ongoing performance management — for solution provider partners</li> <li>Serve as the Channels &amp; Alliances subject matter expert for partner pricing, commercial frameworks, and deal strategy</li> <li>Act as the primary liaison between Channels &amp; Alliances and Deal Desk for partner-related pricing, discounting, incentives, and program requirements</li> <li>Advise Partner Sales Managers (PSMs) and partners on program benefits, pricing models, deal structures, and commercial considerations</li> <li>Support partner-facing conversations and help partners understand the solution provider program and Datadog's consumption-based pricing model</li> <li>Partner with Deal Desk, Finance, Operations, Legal, and Leadership teams to evaluate and operationalize new program elements, partner pricing models, incentives, and commercial programs</li> <li>Ensure solution provider program requirements, including partner-specific pricing, are reflected in company-wide processes, policies, systems, and tools</li> <li>Develop scalable documentation, playbooks, FAQs, and resources that improve program and pricing consistency across the partner organization</li> <li>Create and deliver onboarding and ongoing enablement programs for Partner Sales Managers and partners related to the solution provider program, pricing, deal strategy, and commercial programs</li> </ul> <h3><strong>Who You Are</strong></h3> <ul> <li>8-10 years of experience building and scaling partner programs, with deep expertise in reseller or solution provider-focused programs, within a SaaS or technology company</li> <li>Proven experience owning the full partner program lifecycle, including design, recruitment, onboarding, enablement, and performance management</li> <li>Experience with partner commercial models, including pricing, incentives, rebates, discounts, and other program constructs</li> <li>Direct experience working with Deal Desk or similar functions to support partner pricing, discounting frameworks, approvals, and complex deal structures</li> <li>Strong understanding of SaaS pricing models, including experience supporting consumption-based or usage-based businesses</li> <li>Experience serving as a trusted advisor on program and commercial strategy for partner-facing teams</li> <li>Demonstrated ability to translate program and pricing strategy into scalable processes, tools, and enablement programs</li> <li>Excellent communication, presentation, and stakeholder management skills</li> </ul> <h3><strong>Bonus Points</strong></h3> <ul> <li>Experience owning or contributing to partner program platforms, pricing calculators, quoting systems, CPQ tools, or commercial operations platforms</li> <li>Experience building and delivering partner or pricing enablement programs at scale</li> <li>Experience supporting global partner organizations and regional sales teams</li> <li>Quantitative background in business, economics, finance, mathematics, analytics, engineering, or a related discipline</li> <li>Background in SaaS and/or consumption-based software platforms</li> </ul> <h3><strong>Reporting Structure</strong></h3> <p>This role reports to the Manager, Global Partner Programs, Channels &amp; Alliances.</p> <p>&nbsp;</p> <p>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.</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>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.</p></div><div class="title">The reasonably estimated yearly salary for this role at Datadog is:</div><div class="pay-range"><span>$197,000</span><span class="divider">&mdash;</span><span>$246,000 USD</span></div></div></div><div class="content-conclusion"><hr> <p><strong>About Datadog:&nbsp;</strong></p> <p>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 <a href="https://www.instagram.com/datadoghq/?hl=en" target="_blank">Instagram</a>, <a href="https://www.linkedin.com/company/datadog" target="_blank">LinkedIn,</a> and <a href="https://learn.datadoghq.com/" target="_blank">Datadog Learning Center. </a></p> <hr> <p data-renderer-start-pos="215"><strong data-renderer-mark="true">Equal Opportunity at Datadog:</strong></p> <p>Datadog is proud to offer <a href="https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf" target="_blank">equal employment opportunity</a> 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. Here are our <a href="https://www.datadoghq.com/legal/candidate-legal-notices/" target="_blank">Candidate Legal Notices</a> for your reference.&nbsp;</p> <p>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 <a href="https://docs.google.com/forms/d/e/1FAIpQLSeoJeduEZ2NdZF_65uZmWUrCM-zee7yADXX1s6Xr9zAGq8iKA/viewform" target="_blank">this form</a>. This form is for accommodation requests only and cannot be used to inquire about the status of applications.&nbsp;</p> <p data-renderer-start-pos="662"><strong data-renderer-mark="true">Privacy and AI Guidelines:</strong></p> <p data-renderer-start-pos="662">Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s&nbsp;<a class="c-link" href="https://www.datadoghq.com/legal/applicant-candidate-privacy/" target="_blank" data-stringify-link="https://www.datadoghq.com/legal/applicant-candidate-privacy/" data-sk="tooltip_parent">Applicant and Candidate Privacy Notice</a>. For information on our AI policy, please visit <a href="https://www.datadoghq.com/legal/interviewing-at-datadog-ai-guidelines/" target="_blank">Interviewing at Datadog AI Guidelines</a>.</p></div>