SLED Contracts & Strategic Alliances Manager

In our ‘always on’ world, we believe it’s essential to have a genuine connection with the work you do.
RUCKUS Networks builds and delivers purpose-driven networks that perform in the tough, unique environments of the industries we serve. 

 

The SLED Strategic Alliances Manager (Nationwide) is responsible for developing, managing, and expanding a comprehensive portfolio of state, local government, and education (SLED) cooperative and direct procurement contracts. This role ensures the company maintains compliant, competitive, and strategically aligned contract vehicles that enable scalable growth across all U.S. SLED markets.

This position serves as the central owner of contract lifecycle management, working cross-functionally with sales, legal, finance, distributors, and reseller partners to maximize contract utilization, ensure compliance, and close coverage gaps.

 

Key Responsibilities

Contract Portfolio Management

Own and manage the full lifecycle of all SLED cooperative and state contracts

Maintain a centralized contract repository with current terms, pricing structures, expiration timelines, and usage requirements

Track and proactively manage contract renewals, extensions, and amendments

Ensure alignment between contract scope and evolving product/solution portfolio

 

Authorized Reseller & Partner Oversight

Manage all authorized reseller relationships tied to contract vehicles, including:

Onboarding and approval of new resellers

Removal or suspension of non-compliant or inactive partners

Ongoing updates to reseller lists across contracts

Coordinate with channel teams and sales teams to ensure proper contract alignment in the channel

Ensure reseller compliance with contract terms, pricing, and reporting obligations

 

Contract Compliance & Reporting

Ensure adherence to all contract requirements, including:

Quarterly/annual sales reporting

Administrative fee calculations and payments

Audit readiness and documentation

Partner with finance to track:

Revenue attributed to each contract

Fees owed vs. paid

Identify and resolve discrepancies in reporting or fee submissions

 

Contract Utilization & Revenue Enablement

Partner with sales leadership to:

Drive awareness and usage of available contract vehicles

Align contracts with pipeline opportunities and funding programs

Develop field-facing guidance on:

Which contracts to use by state/segment

Contract positioning vs. competitors

Monitor contract performance and recommend optimization strategies

 

Gap Analysis & Strategic Expansion

Conduct continuous coverage analysis across all 50 states and key SLED segments

Identify gaps where:

No viable contract vehicle exists

Competitive positioning is weak

Develop and execute a roadmap to:

Pursue new cooperative agreements

Apply for state-specific contracts

Expand participation within existing vehicles

 

New Contract Acquisition (RFP/RFI/RFQ)

Lead end-to-end pursuit of new procurement opportunities, including:

Opportunity identification and qualification

Bid/no-bid decision support

Coordination of proposal development (legal, pricing, product, compliance)

Serve as subject matter expert on:

Cooperative purchasing structures

Public procurement regulations

Ensure submissions are compliant, competitive, and strategically aligned

 

Cross-Functional Alignment

Act as the primary liaison between:

Sales (SLED, regional, channel)

Legal & compliance teams

Finance (billing, fee tracking)

Channel/distribution partners

Provide executive-level reporting on:

Contract coverage

Performance metrics

Strategic risks and opportunities

 

Qualifications

Required

7+ years of experience in SLED procurement, public sector contracts, or cooperative purchasing

Deep understanding of:

State and local procurement processes

Cooperative purchasing organizations (NASPO, PEPPM, USETPA, etc.)

Channel sales models (manufacturers, distributors, resellers)

Experience managing multi-state contract portfolios

Strong knowledge of contract compliance, reporting, and fee structures

Proven experience managing RFP/RFI/RFQ responses

 

Preferred

Experience in K-12 / E-rate ecosystem and familiarity with funding programs

Background working with or supporting:

Networking / infrastructure vendors

Value-added distributors

Experience developing contract-driven go-to-market strategies

 

Key Competencies

Strategic thinking with strong operational execution

High attention to detail and compliance rigor

Ability to translate complex contract terms into sales-enabling guidance

Strong cross-functional leadership and stakeholder management

Data-driven decision making (contract performance, coverage analysis)

 

Success Metrics

% of U.S. SLED market covered by viable contract vehicles

Contract renewal rate and compliance adherence

Growth in revenue transacted through contract channels

Reduction in reporting/fee discrepancies

Time-to-market for new contract acquisitions

 

Why This Role Matters

This role is critical to ensuring the organization has frictionless access to SLED buyers nationwide, enabling sales teams and partners to transact efficiently while maintaining strict compliance with public procurement requirements. It directly impacts revenue scalability, competitive positioning, and long-term growth in the SLED market.

 

Our salary ranges consider a wide variety of factors, including but not limited to benchmarking by independent third-party consultants, skill sets, years of experience, training, education, geography, and other business needs. Depending on experience, the range can be higher for candidates with exceptional experience and a demonstrated history of successful performance. This position's expected total compensation (base salary and commission range) is $112,000.00 - $168,000.00

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The candidate will be rewarded with a comprehensive benefits package, including medical, dental, and vision plans, life and accidental death insurance, a 401(k) plan, and participation in the Company’s Incentive Plan. Candidates starting with the Company will be eligible for eleven paid holidays in a full calendar year, two weeks of paid vacation (prorated based on start date), as well as other leave options.

What Happens After You Apply:

Learn how to prepare yourself for the next steps in our hiring process by visiting https://jobs.vistancenetworks.com/content/How-We-Hire/?locale=en_US
Why Join Us?
Vistance Networks shapes the future of communications technology, pushing past what is possible. We deliver solutions that bring reliability and performance to a world always in motion. Our global team of innovators and employees are trusted advisors who listen to customers first, then deliver value.

RUCKUS Networks delivers purpose-driven enterprise networks that enable superior business outcomes in demanding environments. Our solutions combine AI-powered automation, proactive network assurance, and context-aware security, providing exceptional performance with simplified management.

If you want to grow your career alongside bright, passionate, and caring people who strive to create what's next…..come connect to your future at Vistance Networks.

Vistance Networks is an Equal Opportunity Employer (EEO), including people with disabilities and veterans.

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