Datadog
Senior Capture Manager
Remote role where the employee must remain based in a particular country.
United States only
Employer listed it 5 days ago · Added 5 days ago
First listed 5 days ago and still open.
Salary
$163k to $204k per year
Location
United States only
Timezone
US East
Contract
Full-time
Experience
Senior
Category
Other
Stated by the employer in the job description
Remote flexibility
Work from home
This is a remote role, but the employee must be based in United States. It is work from home rather than work from anywhere.
What the employer says
- Source listing states candidate location: "District of Columbia, USA, Remote; Maryland, USA, Remote; New York, New York, USA; New York, USA, Remote; Virginia, USA, Remote, District of Columbia, USA, Remote; Maryland, USA, Remote; New York, New York, USA; New York, USA, Remote; Virginia, USA,, New York, Remote - DC, Remote - Maryland, Remote - New York, Remote - Virginia"
What Nomaders makes of it
- Residency required in United States
- Payroll and tax are likely handled in that country only
The quotes above are the employer's own words; the reading is ours. Always check the original listing and employment terms before working from another country.
About the role
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-favored-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
Requirements
The employer hasn't listed requirements separately, they're described in the role summary above and on the original listing.
Benefits
- ·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
How to apply
- 1Check the flexibility label above, work from home, matches where you plan to live and work.
- 2Tailor your CV to the role at Datadog, mentioning your remote working experience and working hours (US East).
- 3Apply directly on the employer's careers page using the button below. Nomaders never handles your application.
Found 5d ago. Last checked 23 Sept. Always confirm the details on the original posting, salary and location can change after publication.
Listing sourced from Company boards.
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