Senior Vendor Partnerships & Channel Strategy Lead
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AI Summary
The role involves managing the technology partner ecosystem to drive revenue, margin growth, and strategic positioning through vendor relationships. Responsibilities include executing MDF and co-sell programs, managing partner certifications, and delivering quarterly performance reports.
Benefits:
- 401(k) matching
- Bonus based on performance
- Dental insurance
- Health insurance
- Opportunity for advancement
Senior Vendor Partnerships & Channel Strategy Lead
Company: AlxTel, Inc.
Location: Remote (U.S.) or Silver Sprin, MD (Hybrid Option)
Employment Type: Full-Time
Location: Remote (U.S.) or Silver Sprin, MD (Hybrid Option)
Employment Type: Full-Time
About the Role
AlxTel, Inc. is seeking a senior-level channel and vendor partnerships leader to take ownership of our entire technology partner ecosystem. This is a high-impact, revenue-driven role focused on transforming vendor relationships into measurable business outcomes—margin growth, MDF utilization, co-sell revenue, and strategic positioning.
This position is designed for professionals who understand how to convert partnerships into profit, not just maintain relationships.
Key Responsibilities
Vendor Relationship Strategy
- Build and manage relationships across top-tier vendors (Cisco, Microsoft, VMware, Veeam, Fortinet, ServiceNow, etc.)
- Establish structured engagement cadence (QBRs, planning sessions, executive alignment)
- Act as the primary escalation and strategic contact for all vendor interactions
Partner Tier & Certification Growth
- Drive partner tier elevation (Silver → Gold → Platinum)
- Lead certification strategy across technical and sales teams
- Track and optimize discount levels, pricing advantages, and partner benefits
MDF & Co-Sell Program Execution
- Identify and activate unused Marketing Development Funds (MDF)
- Execute co-sell motions with vendors and track revenue outcomes
- Integrate MDF and co-sell strategies into deal workflows
Revenue Program Development
- Build structured certification bounty programs as revenue streams
- Capture vendor-routed opportunities (exclusive, non-competitive deals)
- Increase deal margins through vendor-backed pricing strategies
Vendor & Distributor Alignment
- Manage strategic relationships with distributors (Carahsoft, TD SYNNEX, Ingram Micro)
- Align vendor-distributor strategies to position AlxTel as a preferred partner
Performance Tracking & Reporting
- Maintain CRM-based vendor interaction tracking
- Deliver quarterly reports on:
- MDF utilization
-
- Certifications achieved
-
- Deal margins and co-sell performance
Required Qualifications
Experience
- 8–10+ years in channel sales, vendor management, or partner ecosystems
- Proven success managing multi-vendor programs with measurable revenue impact
- Experience in government contracting (GovCon) and public sector sales
Technical Expertise
- Strong understanding of enterprise IT:
- Networking, cloud, cybersecurity, virtualization, backup and disaster recovery, Infrastructure, VOIP services and solutionsa
- Familiarity with vendor partner programs, licensing, and pricing models
Core Competencies
- Executive-level communication and negotiation skills
- Ability to independently drive vendor strategy and execution
- Strong analytical mindset with focus on ROI and measurable outcomes
Preferred Qualifications
- Existing relationships with major vendors (Cisco, Microsoft, VMware, etc.)
- Experience in VAR, MSP, or MSSP environments
- Familiarity with GSA schedules, GWACs, and public sector procurement
- Based in DMV region (preferred, not required)
Compensation Structure
Option 1: Commission-Based
- No base salary
- Estimated Year 1: $100K – $180K
- Unlimited upside
Option 2: Base + Commission
- Estimated Year 1: $85K – $130K
Benefits
- Remote flexibility
- Professional development & certification support
- Access to vendor programs, tools, and internal knowledge base
- High-autonomy, execution-focused environment
What We’re Looking For
- A builder, not a coordinator
- Someone who has closed vendor-driven opportunities and proven ROI
- Comfortable leading vendor conversations independently
- Thrives in lean, fast-moving environments
Application Process
- Resume (focused on vendor/channel experience)
- Short cover letter (200–300 words) detailing:
- A major vendor win and its impact
-
- MDF or incentive program experience
- 3 professional references
Interview Process
- Initial screening
- Reference validation
- Live working session (real-world scenario)
- Final offer discussion
About AlxTel, Inc.
AlxTel, Inc. is a high-performance technology and government solutions firm focused on execution, not bureaucracy. We operate with a lean structure, strong vendor partnerships, and a results-driven culture.
Start Date
Immediate or within 30 days
Equal Opportunity Employer
This is a remote position.
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