Principal Partner Program Manager - Resellers

Job DescriptionWe'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.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 & Alliances and Deal Desk on partner-specific pricing requirements and commercial frameworks.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.What You'll DoOwn the Datadog Partner Network solution provider programOwn the strategy, structure, and roadmap for the Datadog Partner Network's solution provider (reseller) programDefine and manage program tiers, requirements, and benefits for solution provider partnersDrive the end-to-end partner lifecycle — recruitment, onboarding, activation, and ongoing performance management — for solution provider partnersServe as the Channels & Alliances subject matter expert for partner pricing, commercial frameworks, and deal strategyAct as the primary liaison between Channels & Alliances and Deal Desk for partner-related pricing, discounting, incentives, and program requirementsAdvise Partner Sales Managers (PSMs) and partners on program benefits, pricing models, deal structures, and commercial considerationsSupport partner-facing conversations and help partners understand the solution provider program and Datadog's consumption-based pricing modelPartner with Deal Desk, Finance, Operations, Legal, and Leadership teams to evaluate and operationalize new program elements, partner pricing models, incentives, and commercial programsEnsure solution provider program requirements, including partner-specific pricing, are reflected in company-wide processes, policies, systems, and toolsDevelop scalable documentation, playbooks, FAQs, and resources that improve program and pricing consistency across the partner organizationCreate and deliver onboarding and ongoing enablement programs for Partner Sales Managers and partners related to the solution provider program, pricing, deal strategy, and commercial programsWho You Are8-10 years of experience building and scaling partner programs, with deep expertise in reseller or solution provider-focused programs, within a SaaS or technology companyProven experience owning the full partner program lifecycle, including design, recruitment, onboarding, enablement, and performance managementExperience with partner commercial models, including pricing, incentives, rebates, discounts, and other program constructsDirect experience working with Deal Desk or similar functions to support partner pricing, discounting frameworks, approvals, and complex deal structuresStrong understanding of SaaS pricing models, including experience supporting consumption-based or usage-based businessesExperience serving as a trusted advisor on program and commercial strategy for partner-facing teamsDemonstrated ability to translate program and pricing strategy into scalable processes, tools, and enablement programsExcellent communication, presentation, and stakeholder management skillsBonus PointsExperience owning or contributing to partner program platforms, pricing calculators, quoting systems, CPQ tools, or commercial operations platformsExperience building and delivering partner or pricing enablement programs at scaleExperience supporting global partner organizations and regional sales teamsQuantitative background in business, economics, finance, mathematics, analytics, engineering, or a related disciplineBackground in SaaS and/or consumption-based software platformsReporting StructureThis 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.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:$197,000—$246,000 USDAbout Datadog: 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 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. 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