Job DescriptionJob DescriptionSenior 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 interactionsPartner Tier & Certification Growth
Drive partner tier elevation (Silver → Gold → Platinum)Lead certification strategy across technical and sales teamsTrack and optimize discount levels, pricing advantages, and partner benefitsMDF & Co-Sell Program Execution
Identify and activate unused Marketing Development Funds (MDF)Execute co-sell motions with vendors and track revenue outcomesIntegrate MDF and co-sell strategies into deal workflowsRevenue Program Development
Build structured certification bounty programs as revenue streamsCapture vendor-routed opportunities (exclusive, non-competitive deals)Increase deal margins through vendor-backed pricing strategiesVendor & Distributor Alignment
Manage strategic relationships with distributors (Carahsoft, TD SYNNEX, Ingram Micro)Align vendor-distributor strategies to position AlxTel as a preferred partnerPerformance Tracking & Reporting
Maintain CRM-based vendor interaction trackingDeliver 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 ecosystemsProven success managing multi-vendor programs with measurable revenue impactExperience in government contracting (GovCon) and public sector salesTechnical 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 modelsCore Competencies
Executive-level communication and negotiation skillsAbility to independently drive vendor strategy and executionStrong analytical mindset with focus on ROI and measurable outcomesPreferred Qualifications
Existing relationships with major vendors (Cisco, Microsoft, VMware, etc.)Experience in VAR, MSP, or MSSP environmentsFamiliarity with GSA schedules, GWACs, and public sector procurementBased in DMV region (preferred, not required)Compensation Structure
Option 1: Commission-Based
No base salaryEstimated Year 1: $100K – $180KUnlimited upsideOption 2: Base + Commission
Estimated Year 1: $85K – $130KBenefits
Remote flexibilityProfessional development & certification supportAccess to vendor programs, tools, and internal knowledge baseHigh-autonomy, execution-focused environmentWhat We’re Looking For
A builder, not a coordinatorSomeone who has closed vendor-driven opportunities and proven ROIComfortable leading vendor conversations independentlyThrives in lean, fast-moving environmentsApplication 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 referencesInterview Process
Initial screeningReference validationLive working session (real-world scenario)Final offer discussionAbout 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
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