Senior Federal Capture & Partnerships Lead

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

Benefits offered by this job

RSU/ESPP

Career development

Competitive salary

Job summary

Datadog is seeking a Senior Capture Manager for Federal Systems Integrators in the public sector to lead joint capture across partner networks and Datadog’s federal sales teams. You will ensure visibility, alignment, and non-duplication of efforts between partner-led and direct motions, reporting to Channel & Alliances and collaborating with Carahsoft, Vertosoft, deal desk, and legal.

Ideal candidates bring 8-10+ years in federal capture or channel roles, strong pricing and contract vehicle

Qualifications

• 8-10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales.
• Experience bridging channel/alliances partners and internal direct sales teams.
• Working knowledge of government contracts, pricing, SKUs, and distributors like Carahsoft and Vertosoft.
• Established relationships with major federal systems integrators and primes.
• Excellent written and verbal communication skills.

Responsibilities

• Own the joint-capture strategy and partner alignment for ~20 priority federal programs, 12-24 months before RFPs.
• Manage each named program as a distinct capture, coordinating across agency stakeholders, FSI partners, ISVs.
• Identify requirements, shape strategy, engage agencies, primes, and partners.
• Serve as primary liaison between FSI partners and internal federal sales teams.
• Build documented capture plans covering mission, stakeholders, funding, path, competition, partners, and milestones.
• Identify and resolve channel conflicts early to align partner-led and direct-led pursuits.
• Coordinate with distribution (Carahsoft, Vertosoft) for pricing, SKUs, and quoting across contract vehicles.
• Coordinate teaming strategy with FSI partners and primes; flag MFN or pricing issues early.
• Guide RFIs and sources-sought responses in partnership with federal sales and solutions engineering.
• Advance pursuits through discovery and partner teaming, then hand to AEs and PSMs for execution.
• Foster durable relationships with FSI capture and BD leads and Datadog’s federal account teams to ensure proactive coordination.

Skills

Capture management

Channel/alliances

Federal sales

Partner liaison

Pricing & quotes

MFN clauses

Oral & written comms

Job description

Datadog is seeking a Senior Capture Manager for Federal Systems Integrators in the public sector to lead joint capture across partner networks and Datadog’s federal sales teams. You will ensure visibility, alignment, and non-duplication of efforts between partner-led and direct motions, reporting to Channel & Alliances and collaborating with Carahsoft, Vertosoft, deal desk, and legal.

Ideal candidates bring 8-10+ years in federal capture or channel roles, strong pricing and contract vehicle