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Senior Vendor Partnerships & Channel Strategy Lead

AlxTel, Inc.

Silver Spring, MD(remote)

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JOB DETAILS
SALARY
$100,000–$180,000 Per Year
SKILLS
Alliance/Partner Management, Analysis Skills, Cadence, Channel Management, Channel Sales, Channel Strategies, Cisco Network Systems, Cloud Computing, Customer Relationship Management (CRM), Data Recovery, Dental Insurance, Disaster Recovery, Distribution Channel, Ecosystems, Financial Analysis, Government, Government Contracts, Health Insurance, Incentive Programs, Internet Security, Knowledge Base, Licensing, Market Development Funds (MDF), Marketing, Microsoft Product Family, Negotiation Skills, Organizational Skills, Performance Analysis, Pricing, Product Pricing, Purchasing/Procurement, Relationship Management, Return on Investment (ROI), Sales, Sales Strategy, ServiceNow, Technical Sales, Technical Strategy, VMWare, Value-Added Resellers (VAR), Vendor/Supplier Management, Vendor/Supplier Planning, Vendor/Supplier Relations, Virtualization, VoIP (Voice over IP)
LOCATION
Silver Spring, MD
POSTED
30+ days ago
Benefits:
  • 401(k) matching
  • Bonus based on performance
  • Dental insurance
  • Health insurance
  • Opportunity for advancement

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 solutionsa
  •  
  • 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


 

This is a remote position.

About the Company

A

AlxTel, Inc.

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