VP, Supplier Strategy

UPSTACK · United States

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

• 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

• 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

• 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

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

• 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

• 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.