Senior Federal Capture & Channel Lead

Datadog; New York (NY); Hybrid; USD 163.000 - 204.000; Vollzeit

Benefits dieser Stelle

RSU equity

ESPP

Professional development

MEDDIC training

Mentor program

Inclusive culture

Global benefits

Zusammenfassung

Datadog seeks a Senior Capture Manager for Federal Systems Integrators in the Public Sector. You will lead joint capture and coordinate with FSI partners, primes, and internal federal sales teams to align pursuits and avoid duplication.

The role focuses on 20 priority programs, 12-24 month advance planning, shaping strategy, and managing RFIs, teaming, and pricing alignment with distributors like Carahsoft and Vertosoft. Travel is <25%.

Qualifikationen

• 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 motions through systems integrators or primes.
• Experience bridging channel/alliance partners and internal direct sales teams in a partner-liaison or joint-capture role.
• Familiarity with government contract vehicles (GSA Schedule, SEWP) and pricing/quoting through distributors such as Carahsoft and Vertosoft.
• Established relationships with federal systems integrators and primes.
• Familiarity with cloud infra, observability, cybersecurity, or DevSecOps concepts.
• Ability to resolve channel conflict diplomatically and explain MFN/teaming concepts clearly.
• Excellent written and verbal communication across partner-facing and internal audiences.

Aufgaben

• Own joint-capture strategy and partner alignment for ~20 priority federal programs, engaging 12–24 months before RFP release.
• Coordinate engagement across agencies, FSI partners, and ISVs for each program.
• Identify requirements, shape strategy, engage agencies, primes, and partners, and position Datadog ahead of procurement.
• Act as primary liaison between FSI partners and Datadog's internal federal sales teams.
• Build and maintain a documented capture plan covering mission, stakeholders, funding, and milestones.
• Identify and resolve channel conflict early, aligning partner-led and direct-led pursuits.
• Partner with distribution (Carahsoft, Vertosoft) to keep pricing, SKUs, and quoting consistent across contract vehicles (GSA, SEWP).
• Coordinate teaming strategy with FSI partners and flag MFN or pricing issues to deal desk.
• Coordinate RFIs and sources-sought responses in partnership with federal sales and solutions engineering.
• Advance qualified pursuits through discovery and partner teaming; transfer to AEs/PSMs for execution.
• Build durable relationships with FSI capture and BD leads and with Datadog's federal account teams.

Kenntnisse

Capture management

Channel/alliances

Federal sales

GSA Schedule knowledge

Communication

Jobbeschreibung

Datadog seeks a Senior Capture Manager for Federal Systems Integrators in the Public Sector. You will lead joint capture and coordinate with FSI partners, primes, and internal federal sales teams to align pursuits and avoid duplication.

The role focuses on 20 priority programs, 12-24 month advance planning, shaping strategy, and managing RFIs, teaming, and pricing alignment with distributors like Carahsoft and Vertosoft. Travel is <25%.