Senior Capture Manager, Federal Systems Integrators - Public Sector
DatadogCloud Monitoring company
Remote$163,000 - $204,000 USDSenior
Index Ventures
RTP Global
ICONIQ Capital
Amplify Partners
OpenView
Contour Ventures
Sales & Account Management
About the role
TL;DR
Lead joint capture and channel coordination for federal systems integrators and prime contractors.
- •Lead joint capture and channel coordination across Datadog's federal systems integrator and prime-contractor ecosystem.
- •Serve as the connective tissue between partners and Datadog's internal federal sales teams to ensure aligned capture activity.
- •Key Responsibilities Own joint-capture strategy for priority federal programs, engaging 12-24 months ahead of RFP release.
- •Manage each program as a distinct capture effort, coordinating engagement across stakeholders, partners, and ISVs.
- •Act as the primary liaison between FSI partners and Datadog's internal federal sales teams.
- •Build and maintain documented capture plans for each named program.
- •Identify and resolve channel conflict early, brokering aligned approaches.
- •Requirements 8-10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales.
- •Experience bridging channel/alliance partners and internal direct sales teams.
- •Working knowledge of government contract vehicles (GSA Schedule, SEWP).
- •Established relationships with major federal systems integrators and primes.
- •Familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts.
Required skills
SalesBusiness DevelopmentSalesforceHubSpotExcelPowerPointContract ManagementMarket AnalysisNegotiationPipeline ManagementSolution SellingChannel SalesSales Operations
Nice-to-have skills
AWSTerraformDockerKubernetesCI/CDGitLinux
Domain expertise
governmentdefensedeveloper-toolscybersecurity
Benefits & perks
stock equity, employee stock purchase plan, professional development, product training, career pathing, sales training, mentor and buddy program, inclusive company culture, community guilds, global benefits, healthcare, dental, parental planning, mental health benefits, 401(k) plan and match, paid time off, fitness reimbursements, discounted employee stock purchase plan
Tech stack
PythonJavaScriptSQLBashNode.jsAWSTerraformDockerKubernetesCI/CDGitLinuxJiraConfluenceSalesforceHubSpotExcelPowerPoint
