Senior Capture Manager

DataDog
Washington, Maryland, New York, Virginia
Workplace: HybridFull timeUSD 163,000 - 204,000 annuallyFunction: Solutions Engineering & Sales EngineeringExperience: 8+ yearsSkills: ["Written communication","Verbal communication","Relationship building","Diplomatic channel conflict resolution","Strategic capture planning"]

Lead joint capture and channel coordination for a portfolio of priority federal programs, aligning Federal Systems Integrator (FSI) partner activity with Datadog’s internal federal sales teams. Own program-level capture strategy 12–24 months ahead of RFPs, build documented capture plans, manage channel conflict, coordinate RFIs, and advance pursuits through discovery and architectural inclusion before transferring to AEs/PSMs for execution.

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DataDog
DataDog
5 days ago

Senior Capture Manager

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Last checked: 9 hours agoStatus: Live

Job Summary

Lead joint capture and channel coordination for a portfolio of priority federal programs, aligning Federal Systems Integrator (FSI) partner activity with Datadog’s internal federal sales teams. Own program-level capture strategy 12–24 months ahead of RFPs, build documented capture plans, manage channel conflict, coordinate RFIs, and advance pursuits through discovery and architectural inclusion before transferring to AEs/PSMs for execution.
Location: Washington, Maryland, New York, Virginia
Workplace: Hybrid
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering
Seniority: Mid level

Key Responsibilities

  • •Own joint-capture strategy and partner alignment for approximately 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 independent software vendors (ISVs).
  • •Identify requirements, shape acquisition strategy, engage agencies/primes/partners, and position Datadog ahead of procurement.
  • •Serve as primary liaison between FSI partners and Datadog’s internal federal sales teams to ensure partner-led and direct-led efforts strengthen the same pursuit.
  • •Build and maintain a documented capture plan for each program, manage channel conflict early, and coordinate teaming, RFIs, and sources-sought responses in partnership with cross-functional teams.
Travel: Medium travel

Pay and Benefits

Salary: USD 163,000 - 204,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDental401kPaid LeaveParental Leave

Key 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 in a joint-capture or partner-liaison role.
  • •Working knowledge of U.S. government contract vehicles such as GSA Schedule and SEWP, including pricing, SKUs, and quoting flow.
  • •Established relationships with or experience working alongside major federal systems integrators and primes.
  • •Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts to credibly represent Datadog with partners and agencies.
Experience:8+ yearsU.S. federal technology salesPartner-led salesSystems integratorsPrimes
Skills:Written communicationVerbal communicationRelationship buildingDiplomatic channel conflict resolutionStrategic capture planning
Languages:English
Tech Stack:GSA ScheduleSEWPCarahsoftVertosoftMEDDICCommand of the MessageRFIsSources-sought responsesGSA

Eligibility

Security Clearance:U.S. government security clearance

Company Brief

DataDog
Provides a cloud-native monitoring and observability platform that unifies metrics, traces, logs, and security signals to help engineering, operations, and security teams monitor and troubleshoot modern applications and infrastructure.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: New York, United States
Founded: 2010
Glassdoor
Glassdoor: 4.1
WebsiteLinkedIn