SLED Contracts & Strategic Alliances Manager

About the role

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.

Responsibilities

• 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

• Manage all authorized reseller relationships tied to contract vehicles

• Onboard and approve new resellers, remove or suspend non-compliant or inactive partners, and update 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

• Ensure adherence to all contract requirements, including quarterly/annual sales reporting, administrative fee calculations and payments, and audit readiness and documentation

• Partner with finance to track revenue attributed to each contract, fees owed vs. paid, and identify and resolve discrepancies in reporting or fee submissions

• Drive awareness and usage of available contract vehicles, align contracts with pipeline opportunities and funding programs, and develop field-facing guidance on which contracts to use by state/segment, contract positioning vs. competitors

• Monitor contract performance and recommend optimization strategies

• Conduct continuous coverage analysis across all 50 states and key SLED segments, identify gaps, and pursue new cooperative agreements, apply for state-specific contracts, and expand participation within existing vehicles

• Lead end-to-end pursuit of new procurement opportunities, including opportunity identification and qualification, bid/no-bid decision support, coordination of proposal development, and serving as a subject matter expert on cooperative purchasing structures, public procurement regulations, and ensuring submissions are compliant, competitive, and strategically aligned

• Act as the primary liaison between Sales, Legal & Compliance teams, Finance, Channel/Distribution partners, and provide executive-level reporting on contract coverage, performance metrics, and strategic risks and opportunities

Qualifications

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

• Deep understanding of state and local procurement processes, cooperative purchasing organizations, channel sales models, and experience managing multi-state contract portfolios

• Strong knowledge of contract compliance, reporting, and fee structures and proven experience managing RFP/RFI/RFQ responses

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

Pay & Benefits

The expected total compensation (base salary and commission range) for this position is $112,000.00 - $168,000.00. Vistance Networks offers 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), and other leave options.