[Hiring] Senior Vendor Partnerships & Channel Strategy Lead @AlxTel, Inc.

Role Description

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

Qualifications

• 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
• Strong understanding of enterprise IT: Networking, cloud, cybersecurity, virtualization, backup and disaster recovery, Infrastructure, VOIP services and solutions
• Familiarity with vendor partner programs, licensing, and pricing models
• 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

• 401(k) matching
• Bonus based on performance
• Dental insurance
• Health insurance
• Opportunity for advancement
• Remote flexibility
• Professional development & certification support
• Access to vendor programs, tools, and internal knowledge base
• High-autonomy, execution-focused environment

Application Process

Submit to [email protected] :

• 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

Start Date

Immediate or within 30 days

Equal Opportunity Employer

This is a remote position.