Senior Capture Manager

The shape of it

In the posting’s own words

As the Senior Capture Manager, Federal Systems Integrators (FSI), you will lead joint capture and channel coordination across Datadog's federal systems integrator and prime-contractor ecosystem, serving as the connective tissue between those partners and Datadog's internal federal sales teams. You will make sure capture activity happening inside FSI partner organizations is visible to, aligned with, and reinforced by Datadog's own federal sellers, and vice versa, so that partner-led and direct-led motions strengthen a pursuit rather than duplicate or collide with it. The role reports to the Channel & Alliances (C&A) organization and works cross-functionally with federal sales, distribution (Carahsoft, Vertosoft), deal desk, and legal to drive joint capture outcomes on priority federal pursuits.

What it asks for · 8

• 8-10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales, with direct exposure to partner-led (sell-thru) motions through systems integrators or primes
• Experience specifically bridging channel/alliance partners and internal direct sales teams, ideally in a partner-liaison or joint-capture role rather than a standalone direct capture role
• Working knowledge of government contract vehicles (GSA Schedule, SEWP) and how pricing, SKUs, and quoting flow through public sector distributors such as Carahsoft and Vertosoft
• Established relationships with, or experience working alongside, major federal systems integrators and primes
• Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts, sufficient to represent Datadog's technical category credibly with partners and agencies
• Confident resolving channel conflict diplomatically, able to align a partner-side team and an internal federal team on a single approach without either side feeling sidelined
• Able to quickly understand deal structure concepts relevant to multi-partner environments - MFN clauses, teaming agreements, pricing consistency across distributors - and explain them to others verbally and in writing
• Excellent written and verbal communication skills, including translating between partner-facing and internal-facing audiences

What the job covers

• 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 (Solutions for Enterprise-Wide Procurement)
• Coordinate teaming strategy with FSI partners, including how partners team with primes and other systems integrators, and flag most-favored-nation (MFN) or pricing-consistency issues to deal desk before they become customer-facing problems
• Coordinate Requests for Information (RFIs) and sources-sought responses in partnership with federal sales, solutions engineering, and other cross-functional stakeholders. This role shapes response strategy and reviews submissions but is not solely responsible for authoring them.
• Advance qualified pursuits through customer discovery, partner teaming, and architectural inclusion, then transfer qualified pursuits to Account Executives (AEs) and Partner Sales Managers (PSMs) for execution
• Build durable working relationships with FSI partner capture and Business Development (BD) leads and with Datadog's federal account teams so coordination happens proactively, not only when escalated

Tools and skills named

Words the posting leans on

• partners16×
• federal14×
• capture12×
• sales7×
• fsi6×
• program5×
• pursuits5×
• systems integrators5×
• channel4×
• direct4×
• federal sales4×
• federal systems4×
• primes4×
• strategy4×
• teaming4×
• account3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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