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:
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- Deal margins and co-sell performance
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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 solutionsa
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- 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
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- MDF or incentive program experience
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- 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
This is a remote position.
We are an equal opportunity employer and all qualified applicants will receive
consideration for employment without regard to race, color, religion, sex,
national origin, disability status, protected veteran status, or any other
characteristic protected by law.
About Us
The general purpose of AlxTel is to develop and promote advanced information technologies services for multi-user operations. We aim to create strong, enduring relationships with our partners and customers.
Creating Next Gen Products
We’re a world leader in telecommunications and technology services, we develop innovative products and services for telecommunications and IT sectors. AlxTel offers custom-made products and platforms through our highly secure business solutions including web design and development
Our Story
We are a leading technology and telecom service provider keen to bring pioneering solutions to meet the ever-evolving requirements of our clients. AlxTel understands the need for innovation in today’s techno-world and is devoted to shaping powerful efficient IT solutions, we design and build a wide range of Custom IT and Telecom services that help individuals and businesses to connect, cooperate, and grow. With our customer-centric approach and a focus on excellence, we strive to deliver the highest level of service and support to help you stay connected and productive in today’s fast-paced world.
Our History
AlxTel, Inc. is an advanced technology and telecom service provider that associates with public and private sector customers to deliver consistent and cost-effective IT solutions. With 14 years of experience, AlxTel helps Private and Public sector administrations to achieve favorable agreements in the telecom and Information Technology marketplaces. AlxTel intends to make robust, lasting relationships with its clients, offering a creative approach to technology and creating outstanding customer service at very competitive pricing structures.
AlxTel Career Opportunity
We are creating new career opportunities for our youth. At AlxTel, you will find your career boost. Learning new technology in your own career, excelling, and succeeding. Your career decisions made right now will help you in the future. A career plan is a strategy you’ll continuously develop to manage your learning and progression throughout your working life.
Career planning is important for a number of reasons – having a career development plan in place reduces the risk of you making impulsive decisions, and it helps you to recognize when you’re ready to look for new opportunities and develop new skills.