Senior Capture Manager

Datadog; City of Niagara Falls (NY); On-site; USD 163,000 - 204,000; Full time

Benefits offered by this job

RSU

ESPP

Career development

Sales training

Mentor program

Job summary

Datadog is seeking a Senior Capture Manager for Federal Systems Integrators in the Public Sector. You will lead joint capture, align partners with internal federal sales, and drive program strategies 12–24 months ahead of RFPs. Travel remains under 25%, and a clearance is preferred but not required.

You will coordinate with Carahsoft, Vertosoft, and other distributors, shaping acquisition paths and ensuring a single, aligned approach across partners and Datadog's teams.

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.
• Familiarity with GSA Schedule, SEWP, Carahsoft and Vertosoft pricing and quoting workflows.

Responsibilities

• Own the joint-capture strategy and partner alignment for ~20 priority federal programs.
• Coordinate engagement across agencies, FSI partners, and ISVs.
• Identify requirements, shape acquisition strategy, and position Datadog ahead of procurement.
• Act as liaison between FSI partners and Datadog's federal sales teams.
• Build and maintain documented capture plans for each named program.

Skills

Capture management

Channel/alliances

Federal sales coordination

Communication skills

Job description

District of Columbia, USA, Remote; Maryland, USA, Remote; New York, New York, USA; New York, USA, Remote; Virginia, USA, Remote

Senior Capture Manager, Federal Systems Integrators - Public Sector

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.

Travel: Less than 25%

Clearance: An active U.S. government security clearance is preferred but not required. Candidates without an active clearance are encouraged to apply.

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 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‑favoured‑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

Who You Are:

• 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

How Success Is Measured:

This role carries defined leading indicators rather than a direct bookings quota, since captures in this motion typically run 12‑24 months before transferring to an AE/PSM for close. Success is measured through capture plan completeness and quality, the rate at which programs advance through discovery, partner teaming, and architectural inclusion, and the portfolio's contribution to qualified sourced pipeline and closed bookings over time. Detailed year‑over‑year targets are tracked internally as part of the C&A scorecard.

Benefits and Growth:

• Meaningful ownership of high‑value federal programs from early shaping through capture, with direct influence on how Datadog wins in the federal market
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Sales training in MEDDIC and Command of the Message
• Intra‑departmental mentor and buddy program for in‑house networking
• An inclusive company culture and the opportunity to join our Community Guilds

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

This role carries an 85/15 base‑to‑MBO pay mix, where MBO refers to Management by Objectives. This is not a quota‑carrying position; the MBO component is tied to the leading indicators and outcomes described above. Datadog offers a competitive salary and equity package. 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

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.

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