Vendor Partnerships and Alliances Manager

4 weeks ago

Silver Spring, United States AlxTel, Inc. Full time
Benefits:
  • Bonus based on performance
  • Dental insurance
  • Employee discounts
  • Flexible schedule
  • Health insurance
  • Opportunity for advancement
  • Profit sharing
  • Training & development
  • Vision insurance

We are seeking a strategic and driven Technology Vendor Partnerships and Alliances Manager to oversee and expand our relationships with 240+ technology vendors. This individual must have a solution architecture background with very solid proven history. Most of the evaluation will be based on the solution architecture experience. The candidate will leverage their broad industry knowledge of major technology players such as Cisco, IBM, Dell, ServiceNow, Microsoft, Google, AWS, Zoom, UCaaS, CCaaS providers and others to enhance and grow our vendor ecosystem. A key focus will be converting idle partnerships into profitable relationships by leveraging marketing development funds, tier-based incentives, and positioning the company as a trusted partner for vendor-driven opportunities. 
 
Key Responsibilities:


  • Partnership Oversight:

    • Oversee and manage the company’s 240+ technology vendor partnerships, ensuring all relationships are optimized and aligned with business goals.
    • Actively seek opportunities to increase the number of strategic partnerships in alignment with the company's growth objectives.
  • Convert Idle Partnerships into Profit:

    • Identify and activate idle vendor partnerships by tapping into underutilized resources, such as Marketing Development Funds (MDFs) and incentives for reaching higher partner tiers.
    • Develop strategies to ensure the company capitalizes on these benefits, transforming dormant partnerships into revenue-generating relationships.
  • Positioning for Vendor-Driven Opportunities:

    • Position the company as a trusted partner with key vendors, ensuring we are their go-to provider for executing projects within our regions.
    • Build strong relationships with vendor account managers to increase visibility and trust, ensuring the company is prioritized for key projects and opportunities.
  • Vendor Knowledge and Relationships:

    • Maintain broad and in-depth knowledge of leading technology vendors, including Cisco, IBM, Dell, ServiceNow, and others.
    • Establish and cultivate senior-level relationships with key technology vendors to secure long-term value and collaboration.
  • Certifications and Accreditation:

    • Ensure that the company acquires and maintains all necessary certifications and accreditation to upgrade partner levels, unlocking additional benefits and status.
  • Opportunities and Benefits:

    • Identify and communicate hidden opportunities within existing and future vendor partnerships, ensuring the company takes full advantage of all available resources, discounts, incentives, and training programs.
  • Team Guidance and Collaboration:

    • Guide internal teams on vendor capabilities, highlighting specific benefits, programs, and opportunities that they may not currently be leveraging.
    • Act as a central resource for internal teams, helping them navigate the vendor ecosystem and optimize partnerships.
  • Contract and Compliance Management:

    • Ensure all vendor contracts are in place, up-to-date, and that partnerships comply with industry standards and legal requirements.
    • Coordinate with legal and finance teams on contract renewals, negotiations, and compliance requirements.
  • Strategic Growth Initiatives:

    • Develop strategies to deepen vendor relationships, improving the company’s positioning and access to premium resources, co-marketing opportunities, and priority support.
 
Qualifications:


  • Technical Expertise:
    • Broad knowledge of key technology vendors (Cisco, IBM, Dell, ServiceNow, and others) and their product ecosystems.
    • Strong understanding of the technology landscape and digital transformation trends, without requiring hands-on experience in implementation.

  • Vendor Management Experience:
    • Proven experience managing vendor relationships, with a focus on certifications, accreditation, and partnership growth.
    • Ability to negotiate effectively, manage high-value contracts, and unlock strategic opportunities from vendor partnerships.

  • Fluent in English:
    • Exceptional communication and presentation skills, with the ability to articulate complex ideas clearly and persuasively to both internal and external stakeholders.

  • Driven for Success:
    • A strong commitment to growing and optimizing the company’s vendor relationships.
    • A high degree of self-motivation and hunger for success, with a proactive attitude toward identifying and pursuing opportunities.

  • Profit Maximization:
    • Proven ability to convert idle vendor relationships into profitable partnerships by leveraging available resources such as MDFs, incentives, and tier-based rewards.
Preferred:


  • 10 years + experience in a solution architecture role.
  • Experience in a senior vendor management role within a technology or digital transformation company.
  • Master Degree in Computer Science or similar field 

 
 

This is a remote position.

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