Senior Federal Capture & Partnerships Lead

Datadog; Maryland; Hybrid; USD 163,000 - 204,000; Full time

Benefits offered by this job

New hire stock equity (RSU)

Employee stock purchase plan (ESPP)

Healthcare and dental coverage

401(k) plan and match

Paid time off

Job summary

Datadog is seeking a Senior Capture Manager for Federal Systems Integrators (FSI) to lead joint capture and channel coordination across its federal ecosystem. You will ensure partner activity is visible and reinforced by Datadog's federal sellers in a hybrid work environment.

The role requires 8-10+ years in federal capture or channel roles, bridging partner and internal sales, and coordinating with agencies, primes, ISVs, and distributors.

Qualifications

• 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, ideal in a partner-liaison or joint-capture role.

Responsibilities

• Own the joint-capture strategy and partner alignment for ~20 priority federal programs, engaging 12-24 months ahead of RFP release.
• Manage each named program as a distinct capture effort, coordinating engagement across agency stakeholders, FSI partners, and ISVs.
• Identify requirements, shape acquisition strategy, engage agencies, primes, and partners, and position Datadog ahead of procurement.
• Act as liaison between FSI partners and Datadog's internal federal sales teams to align efforts on each program.
• Build and maintain a documented capture plan covering mission, stakeholders, funding, path, competition, partners, and milestones.
• Identify and resolve channel conflict early to ensure a single aligned approach.
• Coordinate with distribution (Carahsoft, Vertosoft) to keep pricing and quotes consistent across contract vehicles.
• Coordinate teaming strategy with FSI partners and flag MFN or pricing issues to deal desk.
• Coordinate RFIs and sources-sought with cross-functional teams; shape response strategy but not solely responsible for authoring them.
• Advance qualified pursuits through discovery and partner teaming, then transfer to AEs/PSMs for execution.
• Build durable relationships with FSI and Datadog's federal account teams to ensure proactive coordination.

Job description

Datadog is seeking a Senior Capture Manager for Federal Systems Integrators (FSI) to lead joint capture and channel coordination across its federal ecosystem. You will ensure partner activity is visible and reinforced by Datadog's federal sellers in a hybrid work environment.

The role requires 8-10+ years in federal capture or channel roles, bridging partner and internal sales, and coordinating with agencies, primes, ISVs, and distributors.