Datadog17 дней назад
Senior Capture Manager
Зарплата не указана
РЫНОК
13 750 ₽медиана по профессии
Tech Lead / Team Lead · 358 вакансий с указанной зарплатой
5 092половина предложений: 9 750–18 1481,2 млн
Работодатель не указал зарплату — сравните с рынком сами.
District of Columbia
Обязанности
- 01Own the joint-capture strategy and partner alignment for a portfolio of approximately 20 priority federal programs, engaging 12-24 months ahead of RFP release
- 02Manage each named program as a distinct capture effort, coordinating dedicated engagement across agency stakeholders, FSI partners, and independent software vendors (ISVs)
- 03Identify requirements, shape acquisition strategy, engage agencies, primes, and partners, and position Datadog ahead of procurement
- 04Act 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
- 05Build and maintain a documented capture plan for each named program covering mission, stakeholders, funding, acquisition path, competition, partners, Datadog's position, and next milestone
- 06Identify 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
- 07Partner 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)
- 08Coordinate 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
- 09Coordinate Requests for Information (RFIs) and sources-sought responses in partnership with federal sales, solutions engineering, and other cross-functional stakeholders
- 10Advance 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
- 11Build durable working relationships with FSI partner capture and Business Development (BD) leads and with Datadog's federal account teams so coordination happens proactively, not only when escalated
Требования
- 018-10+ 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
- 02Experience 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
- 03Working knowledge of government contract vehicles (GSA Schedule, SEWP) and how pricing, SKUs, and quoting flow through public sector distributors such as Carahsoft and Vertosoft
- 04Established relationships with, or experience working alongside, major federal systems integrators and primes
- 05Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts, sufficient to represent Datadog's technical category credibly with partners and agencies
- 06Confident 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
- 07Able 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
- 08Excellent written and verbal communication skills, including translating between partner-facing and internal-facing audiences
- 09An active U.S. government security clearance is preferred but not required
Условия
- 01Travel: Less than 25%
- 02Hybrid workplace
- 03Meaningful ownership of high-value federal programs from early shaping through capture
- 04New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- 05Continuous professional development, product training, and career pathing
- 06Sales training in MEDDIC