The opportunity
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…
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
What they're looking for
- 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
