Upstack

VP, Supplier Strategy

operationsfull-timeRemote

SALARY

$190k – $200k/yr

WORK TYPE

remote

JOB TYPE

full-time

INDUSTRY

general

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About the role

Overview&nbsp;

<a href=" 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&nbsp;additional&nbsp;cost to our clients.

Under the leadership of Founder and CEO&nbsp;<a href=" target="_blank">Christopher Trapp</a>,&nbsp;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

<div>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.</div>

<div>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.</div>

<div>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.</div>

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

Key Responsibilities

<div class="react-pdf__Page__textContent textLayer" data-main-rotation="0">Field Engagement &amp; 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 &amp; 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 </div>

<div class="react-pdf__Page__textContent textLayer" data-main-rotation="0">Market Intelligence &amp; 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 &amp; Deal Structuring • Lead high-value contract negotiations and strategic partnership agreements with key suppliers Cross-Functional Alignment </div>

<div class="react-pdf__Page__textContent textLayer" data-main-rotation="0">Cross Functional Alignment • Partner with Sales, Marketing, and product leadership to align supplier strategy with company growth and revenue goals</div>

<div class="react-pdf__Page__textContent textLayer" data-main-rotation="0">• Champion innovation initiatives with suppliers to bring new joint solutions to market </div>

<div class="react-pdf__Page__textContent textLayer" data-main-rotation="0"> Transition to Operations • Hand off newly established supplier relationships and GTM initiatives to the Operations Director's team for operational execution</div>

</div>

Education

<ul>

<li>Bachelor's degree in Business, Sales, or related field</li>

<li>MBA or advanced degree in Business Administration</li>

</ul>

Required Qualifications

<ul>

<li>Deep telecommunications/technology industry knowledge, with 10+ years of experience preferred</li>

<li>Extensive knowledge of indirect channel dynamics, supplier ecosystems, and GTM strategy</li>

<li>Strong understanding of market trends, competitive landscape, and emerging technology partnerships</li>

<li>Knowledge of high-value contract negotiation and strategic partnership structuring</li>

<li>Exceptional relationship-building and executive presence with senior supplier stakeholders</li>

<li>Strong negotiation and deal-structuring skills</li>

<li>Strategic thinking with the ability to translate market insight into actionable GTM plans</li>

<li>Excellent presentation and executive communication skills</li>

<li>Comfortable with frequent travel and in-person field engagement</li>

<li>Ability to identify and capitalize on new market and GTM opportunities</li>

<li>Ability to build trust and influence at the executive level, internally and externally</li>

<li>Ability to operate independently in the field while aligning with company strategic goals</li>

<li>Capacity to drive long-term strategy with minimal oversight</li>

</ul>

Additional Requirements

<ul>

<li data-section-id="4g4cdo" data-start="520" data-end="646">Adaptability: Comfortable working in a fast-paced, evolving environment with changing priorities and growth expectations.</li>

<li data-section-id="1qd80hf" data-start="648" data-end="819">Strong Communication Skills: Ability to engage and influence stakeholders across all levels of an organization, from individual contributors to senior leadership.</li>

<li data-section-id="cj7k8v" data-start="821" data-end="1049">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.</li>

<li data-section-id="kwfkoc" data-start="1194" data-end="1304">Resilience &amp; Grit: Persistence in navigating rejection, long sales cycles, and complex deal environments.</li>

</ul>

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.&nbsp;

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

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