Senior Vendor Partnerships & Channel Strategy Lead

Senior Vendor Partnerships & Channel Strategy Lead

Company:
AlxTel, Inc.

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 solutions
• 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

Submit to info@alxtel.com :

• 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