Datadog Principal Partner Program Manager at Datadog owning the solution provider partner program end to end. Drive program strategy, partner lifecycle, and partner pricing across the ecosystem.
Responsibilities
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 & Alliances organization.
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.
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.
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.
Own the Datadog Partner Network solution provider program
Own the strategy, structure, and roadmap for the Datadog Partner Network's solution provider (reseller) program
Define and manage program tiers, requirements, and benefits for solution provider partners
Drive the end-to-end partner lifecycle — recruitment, onboarding, activation, and ongoing performance management — for solution provider partners
Serve as the Channels & Alliances subject matter expert for partner pricing, commercial frameworks, and deal strategy
Act as the primary liaison between Channels & Alliances and Deal Desk for partner-related pricing, discounting, incentives, and program requirements
Advise Partner Sales Managers (PSMs) and partners on program benefits, pricing models, deal structures, and commercial considerations
Support partner-facing conversations and help partners understand the solution provider program and Datadog's consumption-based pricing model
Qualification
Excellent communicationQuantitative background in businessReporting StructureThis role reports to the Manager
Required
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
Proven experience owning the full partner program lifecycle, including design, recruitment, onboarding, enablement, and performance management
Experience with partner commercial models, including pricing, incentives, rebates, discounts, and other program constructs
Direct experience working with Deal Desk or similar functions to support partner pricing, discounting frameworks, approvals, and complex deal structures
Strong understanding of SaaS pricing models, including experience supporting consumption-based or usage-based businesses
Experience serving as a trusted advisor on program and commercial strategy for partner-facing teams
Demonstrated ability to translate program and pricing strategy into scalable processes, tools, and enablement programs
Excellent communication, presentation, and stakeholder management skills
Preferred
Experience owning or contributing to partner program platforms, pricing calculators, quoting systems, CPQ tools, or commercial operations platforms
Experience building and delivering partner or pricing enablement programs at scale
Experience supporting global partner organizations and regional sales teams
Quantitative background in business, economics, finance, mathematics, analytics, engineering, or a related discipline
Background in SaaS and/or consumption-based software platforms
Reporting Structure
This role reports to the Manager, Global Partner Programs, Channels & Alliances.
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.
