Director, Channels and Alliances

Summary

Join Datadog as a Channel & Alliances professional to build and nurture partnerships, driving customer adoption and revenue growth. The Individual Contributor role focuses on identifying and recruiting new partners, enabling existing ones, and generating sales pipeline. The Director role involves leading a team, managing key partnerships, and overseeing regional metrics. Both roles require significant experience in channel sales and strategic alliances within the cloud services industry. Datadog offers a hybrid work environment and a comprehensive benefits package, including competitive salaries, equity, healthcare, paid time off, and professional development opportunities. The company values a collaborative and inclusive culture.

Requirements

• 5+ years of 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
• Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
• Willingness to travel 25-50% of the time
• 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

Responsibilities

• Identify and recruit new strategic CSP/MSP and SI partners to drive revenue growth
• Enable and activate existing partners through training, enablement and joint selling
• Coordinate the technical and marketing aspects of integrated partnership launches
• Host quarterly 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
• 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 channel partners and AWS, GCP, and Microsoft Azure
• Own Channels & Alliances regional metrics and reporting to Datadog leadership

Preferred Qualifications

• Experience with systems management or monitoring
• Experience with partnerships supporting DevOps, particularly in a cloud environment
• Technical background/education
• 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

Benefits

• Continuous Sales training and career growth
• New hire stock equity (RSUs) and employee stock purchase plan
• Generous and competitive global and US benefits
• Friendly and inclusive workplace culture
• Competitive salary and equity package
• Variable compensation
• Healthcare
• Dental
• Parental planning
• Mental health benefits
• A 401(k) plan and match
• Paid time off
• Fitness reimbursements
• A discounted employee stock purchase plan