Principal Partner Manager - Channels (Public Sector)
About The Position
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.
Requirements
- 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
Responsibilities
- 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
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
