Senior Vendor Partnerships & Channel Strategy Lead

AlxTel, Inc.

19h•Hybrid

About The Position

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.

Requirements

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
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

Nice To Haves

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)

Responsibilities

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
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 AlxTel as a preferred partner
Maintain CRM-based vendor interaction tracking
Deliver quarterly reports on: MDF utilization, Certifications achieved, Deal margins and co-sell performance