Senior Partner Program Manager, Global Partner Incentives

Datadog

SENIOR PARTNER PROGRAM MANAGER - PRICING & DEAL STRATEGY Remote (US) or New York, New York, USA We're looking for an experienced Senior Partner Program Manager to own partner pricing strategy, partner deal support, and pricing enablement across Datadog's Channels & Alliances organization. In this role, you'll serve as the subject matter expert for partner pricing, helping shape how Datadog structures, operationalizes, and scales partner pricing across its ecosystem. You'll act as the primary liaison between Channels & Alliances and Deal Desk, ensuring partner-specific pricing requirements, commercial frameworks, and program considerations are represented in Datadog's broader pricing strategy and processes. You'll support both internal teams and external partners by providing guidance on pricing models, deal structures, incentives, and commercial programs. You'll also own pricing enablement for the partner organization, developing training content and onboarding programs that help Partner Sales Managers confidently navigate Datadog's evolving pricing landscape. This is a highly cross-functional role that requires deep experience with Deal Desk, partner commercial models, and SaaS pricing, along with the ability to translate complex pricing concepts into scalable programs, 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 DO Own global partner pricing for the Datadog Partner Network * Serve as the Channels & Alliances subject matter expert for partner pricing, commercial frameworks, and deal strategy * Act as the primary liaison between Channels & Alliances and Deal Desk for partner-related pricing, discounting, incentives, and program requirements * Advise Partner Sales Managers (PSMs) and partners on pricing models, deal structures, partner benefits, and commercial considerations * Support partner-facing pricing conversations and help partners understand Datadog's consumption-based pricing model  * Partner with Deal Desk, Finance, Operations, Legal, and Leadership teams to evaluate and operationalize new partner pricing models, incentives, and commercial programs * Ensure partner-specific pricing requirements are reflected in company-wide pricing processes, policies, systems, and tools * Develop scalable documentation, playbooks, FAQs, and resources that improve pricing consistency across the partner organization * Create and deliver onboarding and ongoing enablement programs for Partner Sales Managers related to partner pricing, deal strategy, and commercial programs WHO YOU ARE * 8+ years of experience in Deal Desk, Partner Operations, Revenue Operations, Pricing Strategy within a SaaS or technology company * Direct experience working with Deal Desk to support pricing strategies, discounting frameworks, approvals, and complex deal structures * Proven experience supporting partner programs that include pricing, incentives, rebates, referrals, discounts, strategic collaboration agreements, or other commercial constructs * Strong understanding of SaaS pricing models, including experience supporting consumption-based or usage-based businesses * Experience serving as a trusted advisor on pricing and commercial strategy for partner-facing teams * Demonstrated ability to translate complex pricing concepts into scalable processes, tools, and enablement programs * Excellent communication, presentation, and stakeholder management skills BONUS POINTS * Experience owning or contributing to pricing calculators, quoting systems, CPQ tools, or commercial operations platforms * Experience building and delivering pricing enablement programs at scale * Experience supporting global partner organizations and regional sales teams * Quantitative background in business, economics, finance, mathematics, analytics, engineering, or a related discipline * Background in SaaS and/or consumption-based software platforms REPORTING STRUCTURE This 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: $131,000—$164,000 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.

Datadog

Senior Partner Program Manager - Strategic Initiatives Remote (US) or New York, New York, USA We're looking for an experienced Senior Partner Program Manager to design, launch, and scale strategic initiatives across Datadog's Channels & Alliances organization. In this role, you'll identify opportunities where targeted partner programs can accelerate business outcomes beyond Datadog's standard partner framework and lead those initiatives from concept to execution. This includes driving growth in a specific region, accelerating adoption of a new product, enabling a strategic collaboration with a partner, or creating a new referral or incentive motion. You'll be responsible for turning partner business opportunities into scalable programs. You'll work closely with partner leaders and cross-functional stakeholders to evaluate opportunities, align teams, execute, and continuously iterate based on performance. This is a highly visible role that requires strategic thinking, strong execution skills, and the ability to influence across a complex organization. This is an opportunity to join a high-growth cloud software company and help shape the future of Datadog's partner ecosystem. 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 opportunities to accelerate partner-driven growth through targeted programs and initiatives that complement Datadog's standard partner framework * Design, launch, and scale custom partner programs that support strategic business priorities, including regional growth initiatives, new product adoption, partner incentives, referral motions, and strategic collaboration agreements * Partner with stakeholders across Channels & Alliances, Sales, Deal Desk, Legal, Finance, Operations, Marketing, Product, and Enablement teams to bring programs to life * Develop the operational processes and requirements needed to support successful execution and long-term scalability * Measure program effectiveness and recommend improvements based on performance and partner feedback. * Translate successful initiatives into repeatable and scalable programs that can be adopted more broadly across the partner ecosystem * Manage multiple strategic initiatives simultaneously  WHO YOU ARE * 8+ years of experience in partner programs, program management, business operations, strategy & operations, consulting, or a related function within a SaaS or technology company * Proven experience building and scaling partner programs from the ground up * Experience developing partner incentives, partner enablement initiatives and translating them into scalable programs, processes, or go-to-market motions * Strong understanding of SaaS business models, including experience supporting or working within consumption-based and usage-based software businesses * Experience working cross-functionally with Deal Desk, Legal, Finance, Operations, Enablement, Product, and executive stakeholders * Demonstrated ability to lead complex initiatives from ideation through execution and long-term adoption * Strong analytical and problem-solving skills with a data-driven approach to decision making * Excellent communication, stakeholder management, and influence skills * Ability to thrive in ambiguous environments and create structure where none exists * Passion for fast-paced, sometimes unpredictable growth environments BONUS POINTS * Quantitative background in business, economics, finance, engineering, mathematics, analytics, or a related discipline * Experience supporting channel, alliance, cloud, or ecosystem partner programs * Background in SaaS and/or consumption-based software platforms * Experience building programs that require alignment across commercial, operational, and legal stakeholders * Entrepreneurial mindset with a passion for taking initiatives from ideation to impact REPORTING STRUCTURE This 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: $163,000—$204,000 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.

Cloudflare

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.  At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. AVAILABLE LOCATIONS * Beijing, China ABOUT THE ROLE Our sales organization brings together Partner Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations. Together, we help customers adopt Cloudflare solutions and deliver outstanding internet-enabled experiences. The team works closely with partners and customers to solve technical challenges while building sustainable revenue streams that support millions of users worldwide. RESPONSIBILITIES * We are seeking an experienced Senior Partner Account Manager to join the China Partner Sales team. In this role, you will collaborate with partners across China to drive joint sales initiatives and go-to-market strategies. You will: * Develop and execute strategies that increase partner adoption and revenue growth. * Build joint business plans, manage partner-driven pipeline, and lead co-sell opportunities. * Work with senior partner stakeholders to align on shared growth objectives. * Ensure partners have the resources, training, and support needed to succeed. * As a Senior Partner Account Manager, you will manage the full sales lifecycle with partners — from opportunity registration to deal closure. You will influence go-to-market strategies, optimize partner incentive programs, and collaborate with internal teams to achieve revenue and strategic goals. * Strategy & Planning: Create and execute partner strategies, including joint territory planning and sales plays. * Relationship Management: Build strong business and technical relationships with strategic partners (ISVs, SIs, Resellers, MSPs) and internal teams. * Sales Execution: Drive partner pipeline, co-sell opportunities, and new customer engagements. * Value Creation: Support sales teams and customers by launching new bundles and offerings. * Enablement & Growth: Deliver training, certifications, and support partner expansion into new verticals and geographies. * Business Reviews: Present regular updates to leadership on metrics, progress, and overall business health. * Program Management: Oversee partner programs and incentives to drive growth and success. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * 5–8 years in partner management, SaaS, cloud infrastructure, or security sales. * Proven success in driving partner-sourced revenue and business growth. * Strong ownership, drive, and ability to deliver in dynamic environments. * Experience engaging senior executives within partner organizations. * Solid understanding of cloud infrastructure, SaaS, and security solutions. * Expertise in partner programs and incentive structures. * Ability to manage complex partner relationships across regions. * Excellent communication and presentation skills. * Experience leading cross-functional initiatives and mentoring team members. * Willingness to travel up to 30–50% as needed. * Fluency in Mandarin and business-level proficiency in English in order to work with local partners. What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.