Principal Vendor Operations Manager, ALPR

Join Axon and be a Force for Good.At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other.Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.Your ImpactAxon’s Vehicle Intelligence ecosystem—spanning fixed and mobile Automated License Plate Recognition (ALPR), Fleet systems, and connected sensor infrastructure—is expanding at an unprecedented rate across public safety. Rapid national scaling requires a battle-tested, high-density network of specialized third-party installation and field service partners capable of executing high-velocity, high-quality physical deployments.As the Principal Vendor Operations Manager, you are the single-threaded owner of Axon’s Vehicle Intelligence partner ecosystem across AMER. Sitting as an Individual Contributor on the Vehicle Intelligence PSO Leadership Team, you own the entire operational and commercial lifecycle of our vendor network. You bridge the gap between boardroom commercial strategy and physical job-site execution. You will build and scale the operational machinery that enables Pre-Sales to quote accurately, Deployment Operations to execute without backlogs, and Post-Install Support to maintain long-term reliability at scale.We need a rare hybrid operator: someone who possesses sharp business and commercial acumen, exceptional executive presence, a scrappy roll-up-your-sleeves mentality, and ground-truth fluency in construction and physical hardware installations.What You'll Do1. Partner Validation & Commercial GovernanceOperational & Technical Qualification: Partner closely with Strategic Sourcing to evaluate prospective field installation partners. While Sourcing manages enterprise legal terms (MNDA, MSA), you own the operational vetting: technical competency, geographic footprint, crew capacity, equipment availability (bucket trucks, trenching, specialized tooling), and safety records.Commercial Negotiation & Rate Cards: Architect and negotiate regional and national labor rate cards, time-and-materials (T&M) vs. fixed-fee milestone structures, mobilization charges, and volume discounts. Define pricing floors and ceilings across diverse hardware form factors and installation environments to protect PSO gross margins while ensuring vendor financial viability.Pricing Integrity & Cost Auditing: Analyze billing trends and pricing discrepancies. Audit contractor invoices against physical milestone sign-offs to eliminate invoice creep, unapproved change orders, and cost leakage.2. Operational Onboarding, Enablement & Billing DisciplineField Readiness & Training Enablement: Design and enforce a mandatory partner onboarding framework. Partner with Training to ensure 100% of vendor technicians are certified on Axon mounting standards, power integration, cabling, and field diagnostics before ever touching a customer site.Standardized Billing & Administrative SOPs: Establish clear, enforceable billing practices, deliverable verification protocols, and work-order milestone sign-offs. Ensure frictionless handoffs between field completion, PO consumption, and invoice approval.Tooling & Workflow Systems: Integrate partner workflows seamlessly across Salesforce, Asana, and internal dispatch tools to provide real-time visibility into capacity and project progress.3. Quality Governance, Telemetry & QBRsPerformance Telemetry & Scorecards: Build, instrument, and maintain partner scorecards tracking objective metrics: First-Time Install Pass Rates (FTIR), SLA adherence, mean-time-to-install, workmanship failure rates, and customer sentiment.Executive Quarterly Business Reviews (QBRs): Lead structured, data-driven QBRs with partner executives. Hold leadership accountable to performance standards, review capacity forecasts, resolve billing trends, and enforce Corrective Action Plans (CAPs) when quality slips. Decisively offboard chronic underperformers.Root-Cause Failure Analysis: Conduct blameless post-mortems on field defects, premature hardware failures, and RMA trends. Distinguish between hardware defects, environmental factors, cabling faults, and contractor workmanship errors to drive upstream corrective action across Product, Ops, and Training.4. Cross-Functional Scale Strategy (Pre-Sales, Deployment, Support)Pre-Sales Enablement: Embed real-world partner pricing, regional labor rates, and physical installation constraints directly into Pre-Sales scoping models and quoting calculators so contracts are priced accurately from day one.Deployment Ops & Capacity Planning: Model 12–24 month rolling labor demand against sales pipeline and seasonal spikes. Ensure Field Project Managers and PSMs have pre-vetted, reliable, on-demand field capacity across every targeted AmER territory.Support & Warranty Lifecycle: Build the secondary field dispatch model for warranty repairs, RMA hardware swaps, and tier-1 physical troubleshooting, ensuring long-term field maintenance does not degrade the core deployment engine.Licensing, Permitting & Regulatory Strategy: Architect a multi-state compliance strategy accounting for electrical contractor licensing laws, master electrician requirements, low-voltage regulations, right-of-way/DOT constraints, and union vs. open-shop jurisdictions.What You Bring8–12+ years of progressive operational leadership in vendor operations, technical field operations, telecom/broadband deployment, commercial electrical contracting, or systems integration at scale.Demonstrated experience scaling partner ecosystems: Proven track record taking a regional or fragmented contractor network and scaling it into a high-density, high-performing national partner organization.Hands-On Construction & Electrical Savvy: Direct understanding of physical infrastructure deployments—conduit bending, bucket truck operations, core drilling, electrical panels, low-voltage wiring, grounding, structural mounting, and job-site safety (OSHA standards). You know what quality work looks like in the dirt and on the pole.Commercial & Financial Acumen: Proven ability to build unit-economic models, negotiate competitive commercial rate cards, and audit contractor billings without relying on procurement specialists to understand the cost structure.Scrappy, Systems-Oriented Problem Solver: High bias to action with low ego. You thrive in high-growth environments where processes must be built from the ground up, and you diagnose structural root causes rather than treating surface symptoms.Executive Presence & High Emotional Intelligence: Outstanding verbal and written communication. Able to command respect from contractor field crews, negotiate firmly with vendor CEOs, and influence cross-functional leaders across Sales, Product, Legal, and Operations.Regulatory Fluency: Practical understanding of state-by-state electrical licensing requirements, municipal permitting friction, and jurisdictional labor dynamics.Data & Systems Fluency: Advanced proficiency leveraging Salesforce, Asana, BI dashboards (Sigma, Tableau, PowerBI), and ERP/billing platforms to drive operational discipline.Benefits that Benefit YouCompetitive salary and 401k with employer matchDiscretionary paid time offPaid parental leave for allMedical, Dental, Vision plansFitness ProgramsEmotional & Mental Wellness supportLearning & Development programsAnd yes, we have snacks in our officesBenefits listed herein may vary depending on the nature of your employment and the location where you workDon’t meet every single requirement? That's ok. At Axon, we Aim Far. We think big with a long-term view because we want to reinvent the world to be a safer, better place. We are also committed to building diverse teams that reflect the communities we serve.Studies have shown that women and people of color are less likely to apply to jobs unless they check every box in the job description. If you’re excited about this role and our mission to Protect Life but your experience doesn’t align perfectly with every qualification listed here, we encourage you to apply anyways. You may be just the right candidate for this or other roles.Important NotesThe above job description is not intended as, nor should it be construed as, exhaustive of all duties, responsibilities, skills, efforts, or working conditions associated with this job. The job description may change or be supplemented at any time in accordance with business needs and conditions.Some roles may also require legal eligibility to work in a firearms environment.We collect personal information from applicants to evaluate candidates for employment. You may request access, deletion, or exercise other CCPA rights at View email address on click.appcast.io or via our Axon Privacy Web Form. For more information, please see the Your California Privacy Rights section of our Applicant and Candidate Privacy Notice.Axon’s mission is to Protect Life and is committed to the well-being and safety of its employees as well as Axon’s impact on the environment. All Axon employees must be aware of and committed to the appropriate environmental, health, and safety regulations, policies, and procedures. Axon employees are empowered to report safety concerns as they arise and activities potentially impacting the environment.We are an equal opportunity employer that promotes justice, advances equity, values diversity and fosters inclusion. We’re committed to hiring the best talent — regardless of race, creed, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations and ordinances — and empowering all of our employees so they can do their best work. If you have a disability or special need that requires assistance or accommodation during the application or the recruiting process, please email View email address on click.appcast.io. Please note that this email address is for accommodation purposes only. Axon will not respond to inquiries for other purposes.Phishing alert: Axon will never ask you to pay for any part of the hiring process, including training, equipment, or background checks. We do not make job offers via text message, WhatsApp, or instant messaging platforms without a formal interview process. All legitimate job openings are listed on our official careers page at . If you receive a suspicious offer or outreach from an email address that is not @axon.com, or if you are asked for sensitive personal information (bank details, Social Security Number) prematurely, please ignore the message and report it to View email address on click.appcast.io.