About this role.
Datadog is seeking a senior channel-sales leader to build and scale its Security Partner ecosystem across North America. The Director will lead Senior and Principal Partner Managers, recruit and enable new partners, and accelerate revenue through joint go-to-market execution. This role requires deep experience in SaaS or cloud alliances, executive relationship management, and cross-functional collaboration with sales, marketing, product, enablement, operations, and legal. Success depends on creating measurable partner growth, managing regional reporting, and serving as an executive sponsor for strategic global systems integrator partnerships.
Role DNA
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5/5Autonomy Level
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5/5Salary analysis
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Core skills
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Sample interview questions
I would begin by segmenting the market and current partner base by strategic fit, security capabilities, customer coverage, technical maturity, and revenue potential. I would then define partner tiers, joint value propositions, enablement plans, pipeline targets, and governance cadences. The strategy would prioritize a focused set of high-potential partners while maintaining a scalable recruitment motion for emerging opportunities.
I establish clear role expectations, leading indicators, and outcome metrics such as sourced pipeline, influenced revenue, partner activation, and joint-account progression. I pair this with regular coaching, account and business-plan reviews, and targeted development plans. This approach creates accountability while helping each manager improve strategic selling, partner engagement, and internal orchestration.
I would lead with a joint business case tied to the partner's growth priorities, customer outcomes, and service offerings rather than product features alone. I would secure executive sponsors on both sides, define shared objectives and investment commitments, and establish a formal operating model with milestone reviews. Consistent field execution and early customer wins are essential to sustaining executive engagement.
I would track partner-sourced and partner-influenced pipeline and revenue, win rates, deal velocity, partner activation, certification and enablement completion, account overlap, and forecast accuracy. I would also assess partner engagement quality through executive alignment, joint planning completion, and repeatable go-to-market motions. Together, these indicators show both current performance and future scalability.
I translate technical capabilities into business outcomes such as reduced risk, faster incident response, improved operational visibility, and differentiated managed-service offerings. I tailor the discussion to the executive's commercial priorities, using concise customer examples and measurable value where possible. I then involve technical specialists to validate architecture and implementation details when deeper expertise is needed.
Director, Security Channels – North America
As the Director of Security Channels you will drive incremental revenue for Datadog by building and scaling a highly capable partner community. In this role, you will be responsible for managing Sr. Partner Managers & Principal Partner Managers (individual contributors) within your organization who are aligned to specific Security Partner relationships in North America. Additionally, your team will recruit, develop, and manage new Datadog Security Partners. The role reports into the Sr. Director of Channels & Alliances, North America and works cross functionally with marketing, sales, field enablement, product, sales ops, and legal to build, manage, and scale the Datadog Partner business in the region.
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:
- Hire, develop, and manage a high-performing team by recognizing exceptional talent and coaching them for success in their role
- Identify and recruit new companies into the Datadog Partner Network to drive incremental revenue and deliver successful outcomes for end customers
- Accelerate existing Datadog Partners’ business through business and technical enablement and successfully executing go-to-market activities
- Collaborate closely with Datadog’s regional enterprise and commercial sales organizations as well as regional marketing and customer success teams to drive incremental revenue for the region.
- Serve as executive regional sponsor for key partnerships including top GSI channel partners.
- Own regional metrics and reporting to Datadog leadership.
Who You Are:
- 5+ years of experience in leadership including hiring and developing sales and partner personnel
- 10+ years of experience in business development, strategic alliances, or channel sales at a cloud services or SaaS organization
- Confident in recruiting and building successful partnerships, including with multi-national and global organizations.
- Able to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
- Excellent written and verbal communication skills, including interacting with and presenting to senior leadership, externally and internally.
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:
- High income earning opportunities based on self performance
- New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Sales training in MEDDIC and Command of the Message
- Intra-departmental mentor and buddy program for in-house networking
- An inclusive company culture, opportunity to join our Community Guilds
- Generous global benefits
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:
$164,000—$218,000 USD
About 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. 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.
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