Vendor Alliance Manager

Who We Are:

TrustedTech is a leading Microsoft Cloud Solution Provider (CSP) specializing in Microsoft Cloud services, Microsoft perpetual licensing, and Microsoft Support Services for medium and enterprise-sized businesses. Our robust team of in-house, U.S-based Microsoft architects and engineers are certified in all 6/6 Microsoft Solutions Partner Designations in the Microsoft Cloud Partner Program.

Prioritizing a people-centric mission, TrustedTech has transformed the Microsoft software licensing experience, giving IT professionals complete confidence in the success of their Microsoft investment.

Overview:

As a Vendor Alliance Manager at TrustedTech, you are the strategic architect behind our most critical technology partnerships across the IaaS and Cybersecurity landscapes. You are an internal Subject Matter Expert (SME) who bridges the gap between complex vendor ecosystems and high-velocity sales execution.

This is a high-impact Individual Contributor (IC) role focused on maximizing portfolio profitability by unlocking high-level program tiers, rebates, and market development funds (MDF) while ensuring our sales teams are equipped to win in two of the most competitive sectors in tech.

Responsibilities:

Strategic Portfolio Management

• Master the intricacies of both IaaS and Cybersecurity vendor partner programs, including tiers, complex rebate structures, and performance-based incentives.
• Maintain a rigorous "pulse" on assigned vendor pipelines, actual sales, and profit margins to ensure partnerships remain healthy and lucrative.
• Own the roadmap for vendor program milestones, proactively communicating progress and risks to leadership.
• Lead and facilitate high-impact Quarterly Business Reviews (QBRs) with strategic vendors to align on joint growth targets.

Sales Acceleration & Enablement

• Serve as the "go-to" SME for customer-facing engagements, providing deep-dive deal support for complex IaaS and Cybersecurity opportunities.
• Proactively identify cross-sell and upsell opportunities within the existing customer base to expand TrustedTech’s footprint.
• Design and deliver high-energy training sessions that translate dense vendor updates into "actionable sales plays" for internal teams.
• Develop and launch joint Go-To-Market (GTM) plans that combine vendor strengths with TrustedTech’s unique value proposition.

Required Skills & Qualifications (must-haves):

• 3 years of experience navigating IT distribution, channel programs, or technology sales environments.
• A strong grasp of Cybersecurity SaaS, cloud infrastructure (IaaS), and complex licensing models.
• An analytical mindset with the ability to interpret dense vendor documentation and turn it into a clear business strategy.
• A polished presenter capable of influencing both internal sales teams and external vendor executives.
• A bachelor’s degree in Business Administration, IT, or Computer Science is highly preferred.

Preferred Skills & Qualifications (nice-to-haves):

• Direct experience working within a Value-Added Reseller (VAR), MSP, or high-growth distribution environment.
• Experience managing relationships with major vendor partner teams.
• Active vendor certifications (e.g., Microsoft AZ-900/MS-900, AWS Cloud Practitioner, or Cisco).
• Training in consultative selling (e.g., Challenger, SPIN, or Sandler).

Key Competencies:

• Strategic Relationship Orchestration: The ability to build high-trust relationships with both internal sales teams and external vendor executives to drive mutual growth.
• Commercial Acumen: A deep understanding of how "the business of the channel" works, including the ability to navigate complex P&L drivers like rebates, MDF, and incremental margins.
• Technical Synthesis: The skill to take dense, technical vendor roadmaps or licensing changes and "translate" them into simple, high-impact value propositions for customers.
• Consultative Influence: Acting as a "player-coach" who can influence sales outcomes and deal structures without having direct authority over the sales reps.
• Analytical Precision: A data-driven approach to tracking pipeline health, program milestones, and performance metrics to ensure no revenue is left on the table.
• Agility & Adaptability: The capacity to stay ahead of rapid quarterly program changes and pivot strategies to maintain TrustedTech’s competitive advantage.

Working Environment & Hours:

• Type: Onsite, Monday - Friday
• Location: UCI Research Park (Irvine, CA)
• Hours: 6:00 am to 3:00 pm PT OR 7:00 am to 4:00 pm PT

Compensation Details:

• Base Salary: $85K - $95K (*DOE)
• Variable Compensation: Targeted at $45K - $55K (Based on 100% quote attainment)
• OTE: Up to $140K

Benefits:

- 100% employer-paid base medical coverage:

- HMO (CA) | PPO (out-of-state)

- Dental and vision coverage

- 401(k) with 4% company match (fully vested)

- Paid vacation, sick leave, and holidays

- Paid parental leave

- Voluntary benefits (STD*, life/AD&D, accident, critical illness, hospital)

- Employee Assistance Program (EAP)

- Pet discount plans

- Microsoft reimbursement program

(*Short-term Disability available for employees outside California)

*TrustedTech is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, age, national origin, veteran status, disability, sexual orientation/gender identity, or any other characteristic protected by applicable law.*