SLED Contracts & Strategic Alliances Manager

In our ‘always on’ world, we believe it’s essential to have a genuine connection with the work you do.

RUCKUS Networks builds and delivers purpose-driven networks that perform in the tough, unique environments of the industries we serve. 

The SLED Strategic Alliances Manager (Nationwide) is responsible for developing, managing, and expanding a comprehensive portfolio of state, local government, and education (SLED) cooperative and direct procurement contracts. This role ensures the company maintains compliant, competitive, and strategically aligned contract vehicles that enable scalable growth across all U.S. SLED markets.

This position serves as the central owner of contract lifecycle management, working cross-functionally with sales, legal, finance, distributors, and reseller partners to maximize contract utilization, ensure compliance, and close coverage gaps.

Key Responsibilities

Contract Portfolio Management

• Own and manage the full lifecycle of all SLED cooperative and state contracts
• Maintain a centralized contract repository with current terms, pricing structures, expiration timelines, and usage requirements
• Track and proactively manage contract renewals, extensions, and amendments
• Ensure alignment between contract scope and evolving product/solution portfolio

Authorized Reseller & Partner Oversight

• Manage all authorized reseller relationships tied to contract vehicles, including:
• Onboarding and approval of new resellers
• Removal or suspension of non-compliant or inactive partners
• Ongoing updates to reseller lists across contracts
• Coordinate with channel teams and sales teams to ensure proper contract alignment in the channel
• Ensure reseller compliance with contract terms, pricing, and reporting obligations

Contract Compliance & Reporting

• Ensure adherence to all contract requirements, including:
• Quarterly/annual sales reporting
• Administrative fee calculations and payments
• Audit readiness and documentation
• Partner with finance to track:
• Revenue attributed to each contract
• Fees owed vs. paid
• Identify and resolve discrepancies in reporting or fee submissions

Contract Utilization & Revenue Enablement

• Partner with sales leadership to:
• Drive awareness and usage of available contract vehicles
• Align contracts with pipeline opportunities and funding programs
• Develop field-facing guidance on:
• Which contracts to use by state/segment
• Contract positioning vs. competitors
• Monitor contract performance and recommend optimization strategies

Gap Analysis & Strategic Expansion

• Conduct continuous coverage analysis across all 50 states and key SLED segments
• Identify gaps where:
• No viable contract vehicle exists
• Competitive positioning is weak
• Develop and execute a roadmap to:
• Pursue new cooperative agreements
• Apply for state-specific contracts
• Expand participation within existing vehicles

New Contract Acquisition (RFP/RFI/RFQ)

• Lead end-to-end pursuit of new procurement opportunities, including:
• Opportunity identification and qualification
• Bid/no-bid decision support
• Coordination of proposal development (legal, pricing, product, compliance)
• Serve as subject matter expert on:
• Cooperative purchasing structures
• Public procurement regulations
• Ensure submissions are compliant, competitive, and strategically aligned

Cross-Functional Alignment

• Act as the primary liaison between:
• Sales (SLED, regional, channel)
• Legal & compliance teams
• Finance (billing, fee tracking)
• Channel/distribution partners
• Provide executive-level reporting on:
• Contract coverage
• Performance metrics
• Strategic risks and opportunities

Qualifications

Required

• 7+ years of experience in SLED procurement, public sector contracts, or cooperative purchasing
• Deep understanding of:
• State and local procurement processes
• Cooperative purchasing organizations (NASPO, PEPPM, USETPA, etc.)
• Channel sales models (manufacturers, distributors, resellers)
• Experience managing multi-state contract portfolios
• Strong knowledge of contract compliance, reporting, and fee structures
• Proven experience managing RFP/RFI/RFQ responses

Preferred

• Experience in K-12 / E-rate ecosystem and familiarity with funding programs
• Background working with or supporting:
• Networking / infrastructure vendors
• Value-added distributors
• Experience developing contract-driven go-to-market strategies

Key Competencies

• Strategic thinking with strong operational execution
• High attention to detail and compliance rigor
• Ability to translate complex contract terms into sales-enabling guidance
• Strong cross-functional leadership and stakeholder management
• Data-driven decision making (contract performance, coverage analysis)

Success Metrics

• % of U.S. SLED market covered by viable contract vehicles
• Contract renewal rate and compliance adherence
• Growth in revenue transacted through contract channels
• Reduction in reporting/fee discrepancies
• Time-to-market for new contract acquisitions

Why This Role Matters

This role is critical to ensuring the organization has frictionless access to SLED buyers nationwide, enabling sales teams and partners to transact efficiently while maintaining strict compliance with public procurement requirements. It directly impacts revenue scalability, competitive positioning, and long-term growth in the SLED market.

Our salary ranges consider a wide variety of factors, including but not limited to benchmarking by independent third-party consultants, skill sets, years of experience, training, education, geography, and other business needs. Depending on experience, the range can be higher for candidates with exceptional experience and a demonstrated history of successful performance. This position's expected total compensation (base salary and commission range) is $112,000.00 - $168,000.00

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The candidate will be rewarded with a comprehensive benefits package, including medical, dental, and vision plans, life and accidental death insurance, a 401(k) plan, and participation in the Company’s Incentive Plan. Candidates starting with the Company will be eligible for eleven paid holidays in a full calendar year, two weeks of paid vacation (prorated based on start date), as well as other leave options.

What Happens After You Apply:

Learn how to prepare yourself for the next steps in our hiring process by visiting https://jobs.vistancenetworks.com/content/How-We-Hire/?locale=en_US

Why Join Us?
Vistance Networks shapes the future of communications technology, pushing past what is possible. We deliver solutions that bring reliability and performance to a world always in motion. Our global team of innovators and employees are trusted advisors who listen to customers first, then deliver value.

RUCKUS Networks delivers purpose-driven enterprise networks that enable superior business outcomes in demanding environments. Our solutions combine AI-powered automation, proactive network assurance, and context-aware security, providing exceptional performance with simplified management.

If you want to grow your career alongside bright, passionate, and caring people who strive to create what's next…..come connect to your future at Vistance Networks.

Vistance Networks is an Equal Opportunity Employer (EEO), including people with disabilities and veterans.

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