--- title: 'VP, Supplier Strategy at UPSTACK' canonical: 'https://feeny.ai/job/vp-supplier-strategy-upstack-remote-7cevqq6hxpnc' type: 'job' last_seen: '2026-09-17' --- # VP, Supplier Strategy at UPSTACK - **Company:** UPSTACK - **Location:** Remote - **Work type:** remote - **Posted:** 2026-08-11 - **Last confirmed live:** 2026-09-17 - **Apply:** https://job-boards.greenhouse.io/upstack/jobs/5381185008 ## Job description ## Overview [UPSTACK](https://upstack.com/) 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](https://www.linkedin.com/in/ctrapp?miniProfileUrn=urn%3Ali%3Afs_miniProfile%3AACoAAAChg5gBosQ3WiZEIVmxE-krU76_xTVRZmk&lipi=urn%3Ali%3Apage%3Ad_flagship3_search_srp_all%3BLXfm70vXQ0yeXVdgjJ%2BCxQ%3D%3D), 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. ## About UPSTACK ## Company Overview - **One-liner**: UPSTACK is a full-service technology brokerage that helps businesses source, deploy, and manage enterprise-grade IT infrastructure through a vendor-neutral, data-driven advisory model. - **Entity Type**: Private (growth-stage; raised over $350M in total capital) - **Headquarters**: New York, New York, United States - **Founded**: 2017 - **Founders**: Christopher Trapp (Founder & CEO) ## Core Business - **Primary industry**: Technology advisory / IT services and consulting; focused on digital infrastructure (colocation, cloud, connectivity, networking, cybersecurity, AI) - **Target customers**: B2B – primarily enterprise (Fortune 1000) and mid-market businesses - **Mission / purpose**: “Empower businesses of all sizes with enterprise-grade technology and execution services to make it easier to optimize the value of business-critical technology investments.” ## Products & Services - **Advisory Services**: Vendor-neutral sourcing and procurement for colocation, hybrid cloud, internet connectivity, SD-WAN, UCaaS, CCaaS, cybersecurity, and AI/ML solutions. Includes contract benchmarking, price negotiation, and vendor selection. - **Execution Services**: End-to-end implementation management – coordinating site access, tracking install milestones, managing vendor escalations, and trouble ticket resolution. - **Contract & Inventory Management**: Centralized tracking of vendor contracts, renewal timelines, service inventory, and disconnection of unused services. - **Customer Success & Account Management**: Ongoing support for vendor issue resolution, performance monitoring, and SLA enforcement. ## Market Standing - **Valuation / Market Cap**: Not publicly disclosed - **Key Metric**: Total funding raised – **over $350 million** (as of 2024) - **Notable Investors & Partners**: - Berkshire Partners ($85M minority growth equity, 2021) - Metropolitan Partners Group ($45M growth financing, 2021) - Morgan Stanley & MidCap Financial ($200M financing for acquisitions, 2022) - **Growth Signals**: - Fastest-growing technology advisory firm on the Inc. 5000 (#101 in 2024, 478% 3-year CAGR) - 865% growth over three years - Net Promoter Score of **82** and **99% client retention** - Over 1,000 customers and 220+ team members - Named to CRN Solution Provider 500 ## Competitive Advantages - **Vendor-agnostic model**: No quotas, no exclusive vendor relationships, no biased incentives – fees are paid by vendors, so services are free to clients. - **Data-driven insights**: Proprietary database of 80 million data points from thousands of transactions enables real-time price benchmarking and informed recommendations. - **Full lifecycle support**: From sourcing and negotiation to implementation and ongoing account management – all at no cost to the client. - **High trust metrics**: NPS of 82 and 99% client retention demonstrate consistent delivery of value. ## Strategic Focus - Continue scaling through a combination of organic growth and strategic acquisitions (financed by $200M debt facility) - Expand AI/ML advisory capabilities and data center marketplace offerings - Deepen relationships with both enterprise clients and technology vendors - Maintain culture of transparency and client-first service while growing headcount ## Why Work Here - **Culture**: Described as collaborative and driven, with a focus on “UPSTACKers” who come from diverse backgrounds and share a drive to make an impact. - **Work model**: Hybrid environment – headquarters at 7 World Trade Center in NYC, plus office spaces across the U.S. and remote/home-office options globally. - **Growth opportunities**: Rapidly scaling company (220+ employees) with clear career advancement paths in advisory, execution, and data analytics. - **Perks**: Not explicitly detailed on the website, but Built In NYC profile (linked below) highlights a tech-forward culture and strong employee satisfaction. ## Sources 1. [upstack.com](https://upstack.com/) 2. [upstack.com/about](https://upstack.com/about/) 3. [LinkedIn](https://www.linkedin.com/company/connect-with-upstack) 4. [Built In NYC](https://www.builtinnyc.com/company/upstack) 5. [CB Insights](https://www.cbinsights.com/company/upstack) ## Other roles at UPSTACK - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-5dedk79t6nfb) — United States - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-wbn7rthakmjb) — United States - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-qpxckcmnc7gs) — United States - [Director, Revenue Intelligence & Analytics](https://feeny.ai/job/director-revenue-intelligence-analytics-upstack-united-states-99vym82wetem) — United States