← All roles

Senior Capture Manager

Datadog· Channel & Alliances (C&A)
Apply on company site
Hybrid (Remote / DC / MD / NY / VA)$163k - $204k + equityfull-timePosted 2mo ago

About the role

Senior Capture Manager, Federal Systems Integrators - Public Sector; leads joint capture and channel coordination across Datadog's federal systems integrator and prime-contractor ecosystem to drive unified pursuit strategies with internal federal sales teams.

Responsibilities

  • Own the joint-capture strategy and partner alignment for a portfolio of approximately 20 priority federal programs, engaging 12-24 months ahead of RFP release
  • Manage each named program as a distinct capture effort, coordinating dedicated engagement across agency stakeholders, FSI partners, and independent software vendors (ISVs)
  • Identify requirements, shape acquisition strategy, engage agencies, primes, and partners, and position Datadog ahead of procurement
  • Act as the primary liaison between FSI partners and Datadog's internal federal sales teams, ensuring each side knows what the other is doing on a given program
  • Build and maintain a documented capture plan for each named program covering mission, stakeholders, funding, acquisition path, competition, partners, Datadog's position, and next milestone
  • Identify and resolve channel conflict early, surfacing where a partner-led and direct-led pursuit are converging on the same account or contract vehicle and brokering a single aligned approach
  • Partner with distribution (Carahsoft, Vertosoft) to keep pricing, SKU naming, and quoting consistent across contract vehicles, including the GSA Schedule and SEWP
  • Coordinate teaming strategy with FSI partners, including how partners team with primes and other systems integrators, and flag MFN or pricing-consistency issues to deal desk
  • Coordinate RFIs and sources-sought responses in partnership with federal sales, solutions engineering, and other cross-functional stakeholders
  • Advance qualified pursuits through customer discovery, partner teaming, and architectural inclusion, then transfer qualified pursuits to AEs and PSMs for execution
  • Build durable working relationships with FSI partner capture and BD leads and with Datadog's federal account teams for proactive coordination

Qualifications

  • 8-10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales
  • Experience bridging channel/alliance partners and internal direct sales teams in a partner-liaison or joint-capture role
  • Knowledge of government contract vehicles (GSA Schedule, SEWP) and pricing/quoting through distributors like Carahsoft and Vertosoft
  • Established relationships with major federal systems integrators and primes
  • Familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts
  • Ability to resolve channel conflict diplomatically and align partner and internal teams
  • Ability to understand and explain deal structures relevant to multi-partner environments (MFN, teaming agreements, pricing consistency)
  • Excellent written and verbal communication skills

Skills

Required:Capture managementChannel/alliancesGovernment contracts

Benefits

  • Meaningful ownership of high-value federal programs
  • New hire stock equity (RSU) and ESPP
  • Continuous professional development, product training, and career pathing
  • Sales training in MEDDIC and Command of the Message
  • Mentor and buddy program for networking
  • Inclusive culture and Community Guilds
  • Generous global benefits including healthcare, dental, parental planning, mental health benefits, 401(k) with match, PTO, fitness reimbursements, discounted ESPP
Last updated Oct 22, 2026. Interested? Apply on the company site.

About Datadog

AI-Powered Observability and Security

See inside any stack, any app, at any scale, anywhere.

Company profileWebsite

More open roles at Datadog