Senior Vendor Partnerships Channel Strategy Lead

Benefits

• 401(k) matching
• Bonus based on performance
• Dental insurance
• Health insurance
• Opportunity for advancement

Company:
Alx Tel, Inc.

Location:

Remote (U.S.) or Silver Sprin, 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 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.

• 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)
• 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)
• Execute co-sell motions with vendors and track revenue outcomes
• Integrate MDF and co-sell strategies into deal workflows

• Build structured certification bounty programs as revenue streams
• 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)
• Align vendor-distributor strategies to position Alx Tel as a preferred partner

• Maintain CRM-based vendor interaction tracking
• 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 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

• 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)

• No base salary
• Estimated Year 1: $100K – $180K
• Unlimited upside

• Estimated Year 1: $85K – $130K

• Remote flexibility
• Professional development & certification support
• Access to vendor programs, tools, and internal knowledge base
• High-autonomy, execution-focused environment

• 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

Immediate or within 30 days

This is a remote position.