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.