SLED Contracts & Strategic Alliances Manager

SLED Contracts & Strategic Alliances Manager

Req

Location:

Virtual, Other, United States

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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

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

• 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)

• % 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…