[![Image]() Meet Jobicy Copilot — free AI autofill for job applications + remote job alerts ›](#) [All remote jobs](https://jobicy.com/jobs.md)Open role[![Datadog logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/c1654fc7-221.jpg)](https://jobicy.com/company/datadog.md)Remote opportunity at[Datadog](https://jobicy.com/company/datadog.md) # Principal Partner Manager – Channels (GSI) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/datadog.md)Share9 Sep 2026Published32Listing views0Application actions9 Oct 2026Apply before Opportunity details ## About this role. AI SummaryDatadog is hiring a principal-level partner sales leader to recruit, enable, and grow strategic Global Systems Integrator partnerships. The role focuses on creating joint go-to-market motions, coordinating technical and marketing launches, conducting partner business reviews, and generating partner-sourced pipeline and revenue. Candidates need more than 10 years of quota-carrying experience in SaaS partner sales, strategic alliances, business development, or channel sales. Success requires executive relationship management, commercial negotiation, cloud-platform fluency, and close collaboration with enterprise and commercial sales teams. The position is remote within specified US states and requires 40–50% travel. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, quota-carrying alliances role responsible for building high-impact GSI relationships and delivering measurable revenue outcomes. It demands independent strategic judgment, complex stakeholder alignment, technical credibility, and frequent travel in a fast-growth environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$161,000US market range$135k–$210k0$231k AI insightThe disclosed yearly base salary range is $138,000 to $184,000 USD, with a midpoint of $161,000. This is broadly competitive for a US-based principal partner/channel sales role in enterprise SaaS; variable compensation and equity may increase total compensation but are not quantified in the posting. ## Core skills Skills and capabilities most closely associated with this opportunity. [Global Systems Integrators](https://jobicy.com/jobs?search_keywords=Global%20Systems%20Integrators.md)[Channel Sales](https://jobicy.com/jobs?search_keywords=Channel%20Sales.md)[Strategic Alliances](https://jobicy.com/jobs?search_keywords=Strategic%20Alliances.md)[Partner Recruitment](https://jobicy.com/jobs?search_keywords=Partner%20Recruitment.md)[SaaS](https://jobicy.com/jobs?search_keywords=SaaS.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Contract Negotiation](https://jobicy.com/jobs?search_keywords=Contract%20Negotiation.md)[Cloud Platforms](https://jobicy.com/jobs?search_keywords=Cloud%20Platforms.md) Sample interview questionsHow have you recruited and activated a strategic GSI partner?I begin by defining the ideal partner profile based on target industries, technical capabilities, customer overlap, and revenue potential. After securing executive alignment, I build a joint business plan with enablement milestones, account mapping, solution positioning, and shared pipeline targets, then inspect progress through recurring operating reviews. How would you create partner-sourced pipeline for Datadog? I would prioritize a focused group of GSI partners with clear cloud, observability, security, and DevOps practices. I would combine joint account planning, seller and architect enablement, co-marketing campaigns, and opportunity-registration discipline to identify use cases and maintain accountability for conversion through the sales cycle. Describe how you manage a partner relationship that is underperforming against its joint plan. I use performance data to diagnose whether the gap is caused by insufficient enablement, executive sponsorship, field alignment, market fit, or lack of seller incentives. I then reset the plan with a small number of measurable actions, named owners, and a near-term review cadence; if commitment remains low, I reallocate investment toward higher-potential partners. How do you explain a technical platform to a nontechnical partner executive while retaining credibility with technical teams? I tailor the conversation to business outcomes such as faster issue resolution, lower operational risk, and better customer experience, while grounding those outcomes in a clear architectural story. I involve solution architects early, validate messaging with technical stakeholders, and equip partner sellers with repeatable use cases rather than overly technical product detail. How do you balance partner interests with direct-sales priorities? I establish transparent rules of engagement, shared account plans, and mutual success metrics before conflicts emerge. When priorities differ, I focus discussions on the customer outcome, the incremental value the partner provides, and the fastest path to a successful close while ensuring both the field team and partner have clear ownership. We are looking for an experienced Partner Sales Manager to ignite partnerships by identifying and recruiting new partners for long-term success and nurture ongoing relationships with key strategic Global Systems Integrator partners. Our ultimate goal is building channels and alliances that drive new customer adoption and revenue. This is a great opportunity for you to join a high-growth cloud software company and help blaze the path for our company’s 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: * Identify and recruit new strategic Global SI partners to drive revenue growth * Enable and activate existing GSI partners through training, planning and joint selling activities * Coordinate the technical and marketing aspects of integrated partnership launches * Host regular business reviews with partners to drive accountability and report on success metrics * Work hand-in-hand with Datadog’s regional enterprise and commercial sales organizations * Generate partner-sourced net-new sales pipeline and revenue Who You Are: * 10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software as a service organization * Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships * Understanding of, and exposure to working with, the leading Global and regional SIs * Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing * Willingness to travel 40-50% of the time Bonus Points: * 10+ years of partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software as a service organization * Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships * Understanding of, and exposure to working with, the leading Global and regional SIs * Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing * Willingness to travel 40-50% of the time * Entrepreneurial mindset with a passion for taking initiatives from ideation to impact * Passion for fast-paced, sometimes unpredictable growth culture and environment * Background in SaaS and / or consumption based software platforms * Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through * 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: Entrepreneurial mindset with a passion for taking initiatives from ideation to impact * Passion for fast-paced, sometimes unpredictable growth culture and environment * Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through * Background in SaaS and / or consumption based software platforms * Experience with systems management or monitoring * Experience with partnerships supporting Containers and/or DevOps, particularly in a cloud environment * Technical background/education 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: $138,000—$184,000 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](https://www.instagram.com/datadoghq/?hl=en), [LinkedIn,](https://www.linkedin.com/company/datadog) and [Datadog Learning Center.](https://learn.datadoghq.com/) Equal Opportunity at Datadog: Datadog is proud to offer [equal employment opportunity](https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) 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](https://www.datadoghq.com/legal/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](https://docs.google.com/forms/d/e/1FAIpQLSeoJeduEZ2NdZF_65uZmWUrCM-zee7yADXX1s6Xr9zAGq8iKA/viewform). 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](https://www.datadoghq.com/legal/applicant-candidate-privacy/). For information on our AI policy, please visit [Interviewing at Datadog AI Guidelines](https://www.datadoghq.com/legal/interviewing-at-datadog-ai-guidelines/). 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