Principal Partner Manager - Channels (Public Sector) at Datadog

Washington, District of Columbia, United States -

Full Time

Start Date

Immediate

Expiry Date

07 May, 26

Salary

184000.0

Posted On

06 Feb, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Federal Systems Integrator Management, Executive Alignment, Joint Business Planning, Go-To-Market Strategy, Field Execution, Federal Sales Motions, Executive Relationship Building, Partner-Led Opportunities, Account Strategy Shaping, Co-Sell Motions, Operating Cadences, Thought Leadership, Mentoring, SaaS Alliances, Public Sector Procurement

Industry

Software Development

Description

As a Principal Partner Sales Manager (PSM), you will lead Datadog’s most strategic Federal Systems Integrator (FSI) relationships, operating with a high degree of autonomy and accountability. This role is designed for a senior partner leader who can navigate complex federal sales motions, shape executive-level partner strategy, and drive material impact across Datadog’s public sector business. You will own a small portfolio of highly strategic, revenue-critical FSIs and be responsible for deep executive alignment, long-range joint planning, and scalable execution. Unlike earlier-stage partner roles, this position focuses on managing complexity, influencing senior stakeholders, and building durable partner motions that materially impact pipeline, revenue, and federal market expansion. 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 and grow Datadog’s most strategic Federal Systems Integrator partnerships, operating as the primary executive point of contact and trusted advisor Develop and execute multi-year joint business plans with FSIs that align Datadog’s public sector priorities with partner investment, GTM strategy, and field execution Forge and maintain executive-level relationships within partner organizations, influencing partner leadership, practice owners, and sales executives Drive complex, partner-led and partner-sourced federal opportunities by embedding FSIs deeply into account strategy, agency pursuits, and co-sell motions Partner closely with Datadog sales leadership to shape federal account strategy, prioritize high-impact agencies and programs, and position partners early in the buying lifecycle Establish and run senior-level partner operating cadences (executive QBRs, pipeline reviews, account planning) focused on measurable outcomes and accountability Serve as a thought leader within the partner organization, translating Datadog’s platform, roadmap, and public sector strategy into scalable partner motions Act as a mentor and escalation point for other Partner Sales Managers, modeling best practices in executive engagement, judgment, and execution Who You Are: 12+ years of experience in strategic alliances, channel sales, or business development within SaaS, cloud, or federal technology ecosystems Proven experience managing complex, executive-level partner relationships with Federal Systems Integrators Demonstrated success driving large, multi-stakeholder federal sales motions from strategy through close Strong executive presence with the ability to influence senior partner and customer leaders through credibility, insight, and trust Deep understanding of public sector procurement, partner-led sales motions, and the federal buying lifecycle Comfortable operating independently in ambiguous, high-impact environments with minimal oversight Willingness to travel approximately 15–20% for executive engagement, joint planning, and critical partner and customer moments 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: Continuous training and career growth New hire stock equity (RSUs) and employee stock purchase plan Generous and competitive US benefits Friendly and inclusive workplace culture 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: $130,000—$184,000 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. Equal Opportunity at Datadog: 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. Here are our Candidate Legal Notices for your reference. 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. Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.

Responsibilities

The role involves owning and growing Datadog’s most strategic Federal Systems Integrator partnerships, acting as the primary executive contact and trusted advisor. This includes developing multi-year joint business plans, forging executive relationships, and driving complex, partner-led federal sales opportunities.