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About the Role
Lead joint capture and channel coordination across Datadog's federal systems integrator and prime-contractor ecosystem, acting as the liaison between partners and Datadog's internal federal sales teams to ensure aligned pursuit strategies.
Responsibilities
- 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 engagement across agency stakeholders, FSI partners, and 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.
- Build and maintain a documented capture plan for each named program.
- Identify and resolve channel conflict early, surfacing where partner-led and direct-led pursuits converge and brokering a single aligned approach.
- Partner with distribution (Carahsoft, Vertosoft) to keep pricing, SKU naming, and quoting consistent across contract vehicles.
- Coordinate teaming strategy with FSI partners, including how partners team with primes and other systems integrators.
- Coordinate Requests for Information (RFIs) and sources-sought responses in partnership with federal sales, solutions engineering, and other cross-functional stakeholders.
- 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 BD leads and with Datadog's federal account teams.
Requirements
- 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 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.
- Working knowledge of government contract vehicles (GSA Schedule, SEWP) and how pricing, SKUs, and quoting flow through public sector distributors.
- Established relationships with, or experience working alongside, major federal systems integrators and primes.
- Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts.
- Confident resolving channel conflict diplomatically.
- Able to quickly understand deal structure concepts relevant to multi-partner environments.
- Excellent written and verbal communication skills, including translating between partner-facing and internal-facing audiences.
Skills
- Capture management
- Channel/alliances
- Business development
- U.S. federal technology sales
- Partner-led motions
- Systems integrators
- Prime contractors
- Government contract vehicles
- GSA Schedule
- SEWP
- Public sector distributors
- Cloud infrastructure
- Observability
- Cybersecurity
- DevSecOps
- Channel conflict resolution
- Deal structure concepts
- MFN clauses
- Teaming agreements
- Pricing consistency
- Written communication
- Verbal communication
Location
- Hybrid
Work Type
- Hybrid
Experience Level
- Senior
Salary/Compensations
- $163,000—$204,000 USD
Benefits
- Meaningful ownership of high-value federal programs
- New hire stock equity (RSU)
- Employee stock purchase plan (ESPP)
- Continuous professional development
- Product training
- Career pathing
- Sales training in MEDDIC and Command of the Message
- Intra-departmental mentor and buddy program
- Inclusive company culture
- Community Guilds
- Generous global benefits
- Healthcare
- Dental
- Parental planning
- Mental health benefits
- 401(k) plan and match
- Paid time off
- Fitness reimbursements
- Discounted employee stock purchase plan
About the Company
- Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale.
- It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers.
- Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence.
- Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center.
Equal Opportunity
- Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law.
- We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
- Datadog endeavors to make our Careers Page accessible to all users.
- If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form.
- This form is for accommodation requests only and cannot be used to inquire about the status of applications.