Senior Capture Manager

3 дн. назад

USASeniorRemote

channel coordinationpartner managementsales alignment

Lead joint capture and channel coordination for federal systems integrators, aligning partner and internal federal sales teams to strengthen pursuit outcomes.

Обязанности

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 ahead of procurement
Act as the primary liaison between FSI partners and '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, '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 's federal account teams so coordination happens proactively, not only when escalated

Требования

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 '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
Able to quickly understand deal structure concepts relevant to multi-partner environments - MFN clauses, teaming agreements, pricing consistency across distributors - and explain them to others verbally and in writing
Excellent written and verbal communication skills, including translating between partner-facing and internal-facing audiences
 
values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you're passionate about technology and want to grow your skills, we encourage you to apply.

Условия

Meaningful ownership of high-value federal programs from early shaping through capture, with direct influence on how 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
An inclusive company culture and the opportunity to join our Community Guilds
Generous global benefits
 
Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with .
 
This role carries an 85/15 base-to-MBO pay mix, where MBO refers to Management by Objectives. This is not a quota-carrying position; the MBO component is tied to the leading indicators and outcomes described above. offers a competitive salary and equity package. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, offers a wide range of best-in-class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan.
 
offers a competitive salary and equity package, and may include variable compensation. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan.

Другое

As the Senior Capture Manager, Federal Systems Integrators (FSI), you will lead joint capture and channel coordination across 's federal systems integrator and prime-contractor ecosystem, serving as the connective tissue between those partners and 's internal federal sales teams. You will make sure capture activity happening inside FSI partner organizations is visible to, aligned with, and reinforced by '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 fede
 
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 , 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.
This role carries defined leading indicators rather than a direct bookings quota, since captures in this motion typically run 12-24 months before transferring to an AE/PSM for close. Success is measured through capture plan completeness and quality, the rate at which programs advance through discovery, partner teaming, and architectural inclusion, and the portfolio's contribution to qualified sourced pipeline and closed bookings over time. Detailed year-over-year targets are tracked internally as part of the C&A scorecard.
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