Senior Capture Manager

Senior Capture Manager, Federal Systems Integrators - Public Sector

As the Senior Capture Manager, Federal Systems Integrators (FSI), you will lead joint capture and channel coordination across the company's federal systems integrator and prime-contractor ecosystem, serving as the connective tissue between those partners and the company's internal federal sales teams. You will make sure capture activity happening inside FSI partner organizations is visible to, aligned with, and reinforced by the company'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 federal pursuits.

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 the company, 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 the companys can create a work-life harmony that best fits them.

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 the company ahead of procurement

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

Who You Are

• 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 the company'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

The company 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.

How Success Is Measured

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.

Benefits and Growth

• Meaningful ownership of high-value federal programs from early shaping through capture, with direct influence on how the company 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 the company.

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. The company offers a competitive salary and equity package. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, the company 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.

The company 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, the company 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.

The reasonably estimated yearly salary for this role at the company is:

$163,000 — $204,000 USD

About the company

The company 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, the company enables businesses to move faster with clarity and confidence. Learn more about #the companyLife on Instagram , LinkedIn, and the company Learning Center.

Equal Opportunity at the company

The company 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. Here are our Candidate Legal Notices for your reference.

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