Senior Vendor Partnerships & Channel Strategy Lead

Senior Vendor Partnerships & Channel Strategy Lead

Company:
Alx Tel, Inc.

Location:

Remote (U.S.) or Silver Springs, MD (Hybrid Option).

Employment Type:

Full‑Time.

Alx Tel, Inc. is seeking a senior‑level channel and vendor partnerships leader to take ownership of our entire technology partner ecosystem. This high‑impact, revenue‑driven role focuses on transforming vendor relationships into measurable business outcomes—margin growth, MDF utilization, co‑sell revenue, and strategic positioning. The position is designed for professionals who understand how to convert partnerships into profit, not just maintain relationships.

• Build and manage relationships across top‑tier vendors (Cisco, Microsoft, VMware, Veeam, Fortinet, Service Now, etc.).
• Establish structured engagement cadence (QBRs, planning sessions, executive alignment).
• Act as the primary escalation and strategic contact for all vendor interactions.
• Drive partner tier elevation (Silver → Gold → Platinum) and lead certification strategy across technical and sales teams.
• Track and optimize discount levels, pricing advantages, and partner benefits.
• Identify and activate unused Marketing Development Funds (MDF) and execute co‑sell motions with vendors, tracking revenue outcomes.
• Integrate MDF and co‑sell strategies into deal workflows.
• Build structured certification bounty programs as revenue streams and capture vendor‑routed opportunities (exclusive, non‑competitive deals).
• Increase deal margins through vendor‑backed pricing strategies.
• Manage strategic relationships with distributors (Carahsoft, TD SYNNEX, Ingram Micro) and align vendor‑distributor strategies to position Alx Tel as a preferred partner.
• Maintain CRM‑based vendor interaction tracking and deliver quarterly reports on MDF utilization, certifications achieved, deal margins and co‑sell performance.

• 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 (Gov Con) and public sector sales.
• Strong understanding of enterprise IT (networking, cloud, cybersecurity, virtualization, backup & 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 focusing on ROI and measurable outcomes.

• 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).
• 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.

• Option 1:
  Commission‑Based – No base salary;
  Estimated Year 1: $100K–$180K;
  Unlimited upside.
• Option 2:
  Base + Commission – Estimated Year 1: $85K–$130K.

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

Immediate or within 30 days.

This is a remote position.