Strategic Federal Capture Lead: Partner Alignment

Datadog; Virginia (IL); Hybrid; USD 163,000 - 204,000; Full time

Benefits offered by this job

New hire RSU equity

ESP P stock purchase plan

Professional development

MEDDIC & Command of the Message sales-

Job summary

Datadog seeks a Senior Capture Manager to lead joint capture efforts with Federal Systems Integrators and prime contractors. You’ll coordinate across Datadog’s federal sales, Carahsoft, Vertosoft, and ISVs to align partner-led and direct-led pursuits, ensuring a unified path to priority opportunities.

You will shape acquisition strategy, manage multi-program captures, and implement durable capture plans with stakeholders, funding, and milestones while resolving channel conflicts early.

Qualifications

• 8–10+ years in capture management, channel/alliances, or business development in U.S. federal technology sales.
• Experience bridging channel/alliances partners with internal direct sales teams in joint-capture roles.
• Familiarity with government contract vehicles (GSA Schedule, SEWP) and distributors like Carahsoft and Vertosoft.

Responsibilities

• Own the joint-capture strategy and partner alignment for ~20 priority federal programs.
• Coordinate engagement across agency stakeholders, FSI partners, and ISVs.
• Identify requirements, shape acquisition strategy, and position Datadog ahead of procurement.
• Serve as liaison between FSI partners and Datadog's federal sales teams.
• Build capture plans detailing mission, stakeholders, funding, and milestones.
• Resolve channel conflict early and broker a single aligned approach.
• Coordinate pricing, SKUs, and quoting with distribution partners for multiple contract vehicles.
• Coordinate RFIs and sources-sought responses with cross-functional teams.
• Advance pursuits through discovery and teaming, then hand off to AEs/PSMs.

Skills

Capture management

Channel/alliances

Federal tech sales

Partner-led motions

Joint-capture coordination

Deal coordination

Communication

Job description

Datadog seeks a Senior Capture Manager to lead joint capture efforts with Federal Systems Integrators and prime contractors. You’ll coordinate across Datadog’s federal sales, Carahsoft, Vertosoft, and ISVs to align partner-led and direct-led pursuits, ensuring a unified path to priority opportunities.

You will shape acquisition strategy, manage multi-program captures, and implement durable capture plans with stakeholders, funding, and milestones while resolving channel conflicts early.