Supplier Strategy

Overview 

UPSTACK is the leading full-service technology brokerage that empowers businesses to make smarter technology investments. Through a vendor-neutral approach, UPSTACK delivers expert advisory and execution services across the entire technology landscape—including data center colocation, cloud, connectivity, networking, cybersecurity, AI, and more—at no additional cost to our clients.

Under the leadership of Founder and CEO Christopher Trapp, UPSTACK is committed to exceptional customer experiences, serving 6,500+ clients—from SMBs to enterprises—and managing over $1B+ in annual technology spend across industries.

About the Role

The VP of Supplier Strategy is a field-facing strategic leadership role responsible for expanding the company’s supplier ecosystem and identifying new opportunities for growth across the telecommunications and technology landscape.   This role will build senior-level relationships with suppliers, TSDs, and channel partners, identify new GTM opportunities, negotiate strategic partnerships, and shape the company’s long-term supplier strategy. The VP will also provide market intelligence and competitive insights while partnering with Sales, Marketing, Product, and executive leadership to drive revenue growth.   The ideal candidate is a strategic relationship builder, industry expert, and commercially minded leader who can identify market opportunities, influence executives, negotiate complex partnerships, and operate independently in the field.

Location Preference:
Remote / Field-Based (frequent travel)

Key Responsibilities

Field Engagement & Relationship Building
• Spend significant time in the field meeting directly with suppliers, TSDs, and channel partners to build and deepen strategic relationships
• Represent the company at industry conferences, partner events, and executive-level supplier meetings
• Build senior-level relationships with supplier executives to unlock strategic investment, priority access, and preferred terms

Supplier Strategy & Portfolio Development
• Identify and pursue new go-to-market (GTM) opportunities with suppliers, including co-marketing, joint solutions, and new market entry
• Develop and own the company's overall supplier strategy, including portfolio expansion and sourcing new suppliers/TSDs aligned to growth goals
• Identify white-space opportunities for new supplier categories or emerging technology partners
• Set the vision and roadmap for supplier segmentation, tiering, and investment prioritization
  Market Intelligence & Insights
• Evaluate market trends, competitive landscape, and emerging supplier capabilities to inform long-term portfolio strategy
• Provide executive leadership with supplier market insights, competitive intelligence, and strategic recommendations
• Track the strategic health of the supplier portfolio, including growth, market coverage, and competitive positioning

Negotiation & Deal Structuring
• Lead high-value contract negotiations and strategic partnership agreements with key suppliers Cross-Functional Alignment
  Cross Functional Alignment
• Partner with Sales, Marketing, and product leadership to align supplier strategy with company growth and revenue goals • Champion innovation initiatives with suppliers to bring new joint solutions to market

Transition to Operations
• Hand off newly established supplier relationships and GTM initiatives to the Operations Director's team for operational execution

Education

• Bachelor's degree in Business, Sales, or related field
• MBA or advanced degree in Business Administration

Required Qualifications

• Deep telecommunications/technology industry knowledge, with 10+ years of experience preferred
• Extensive knowledge of indirect channel dynamics, supplier ecosystems, and GTM strategy
• Strong understanding of market trends, competitive landscape, and emerging technology partnerships
• Knowledge of high-value contract negotiation and strategic partnership structuring
• Exceptional relationship-building and executive presence with senior supplier stakeholders
• Strong negotiation and deal-structuring skills
• Strategic thinking with the ability to translate market insight into actionable GTM plans
• Excellent presentation and executive communication skills
• Comfortable with frequent travel and in-person field engagement
• Ability to identify and capitalize on new market and GTM opportunities
• Ability to build trust and influence at the executive level, internally and externally
• Ability to operate independently in the field while aligning with company strategic goals
• Capacity to drive long-term strategy with minimal oversight

Additional Requirements

• Adaptability: Comfortable working in a fast-paced, evolving environment with changing priorities and growth expectations.
• Strong Communication Skills: Ability to engage and influence stakeholders across all levels of an organization, from individual contributors to senior leadership.
• Collaborative Approach: Proven ability to work cross-functionally and effectively leverage internal teams (e.g., BDRs, Customer Success, Marketing) as force multipliers—without over-reliance on them for pipeline generation.
• Resilience & Grit: Persistence in navigating rejection, long sales cycles, and complex deal environments.

Salary Range

Employees new to UPSTACK typically come in at the start of the pay range. UPSTACK focuses on providing a simple and transparent pay structure, which is based on a variety of factors, including location, experience, and job-related skills. 

The salary for this role is fixed at $190,000 to $200,000 annually, with no room for negotiation. Please apply with this understanding. 

Closing

UPSTACK is an Equal Opportunity Employer and does not discriminate based on race, gender, ethnicity, religion, national origin, age, disability, veteran status, gender identity/expression, sexual orientation, or on any other basis prohibited by law. Consistent with applicable state and local law, UPSTACK will consider employment for all qualified applicants.

UPSTACK is committed to providing reasonable accommodations to individuals with disabilities as required by applicable law. Accommodations may include adjustments to the application, interview, or assessment process, as well as modifications to the work environment or job duties to enable individuals to perform the essential functions of the role. Requests for accommodations will be evaluated on a case-by-case basis and provided unless they impose an undue hardship on the organization.

At this time, UPSTACK will not sponsor a new applicant for employment authorization for this position.

We endeavor to make the application process accessible to all applicants. If you would like to contact us regarding accessibility and/or need assistance completing the application process, please contact us at recruiting@upstack.com.