Senior Manager, Solutions Partner
Founding Senior IC to recruit, sign, and activate solutions partners (SIs, AI consultancies, CX agencies) to build a scalable partner-sourced pipeline channel for Vapi's voice AI platform. Requires 7+ years in B2B partnerships/channel sales with 3+ years launching new partners from near-zero.
About the job
Responsibilities
- Recruit, sign, and activate net-new solutions partners (systems integrators, AI consultancies, CX agencies) to build a repeatable pipeline channel.
- Map the solutions partner landscape and build a prioritized target list.
- Launch outreach, conduct discovery conversations, and negotiate partnership agreements.
- Build activation playbooks, enablement paths, co-sell processes, and deal registration/attribution in CRM.
- Define ideal partner profiles, qualification criteria, and partner economics (incentives, co-sell motions).
- Drive partner-sourced opportunities into pipeline through co-selling with sales team.
- Own and grow quarterly partner-sourced pipeline; continuously recruit and activate partners to source and deliver deals.
- Deepen partner delivery capability through training and certification.
- Shape the partner program (tiers, incentives, economics) as it matures.
- Bring partner and end-client feedback to Product to influence roadmap.
- Maintain healthy partner recruitment funnel with stage conversion metrics.
- Represent Vapi at industry events and in the CCaaS/AI ecosystem.
Requirements
- 7+ years in partnerships, channel sales, or business development at a B2B software company.
- 3+ years recruiting and launching new partners (SIs, consultancies, or agencies).
- Experience building partner-sourced pipeline from zero or near-zero (founding work).
- Commercially sharp: comfortable negotiating agreements, structuring incentives, and holding partners accountable to revenue outcomes.
- Technical enough to credibly discuss APIs, LLMs, and contact center/telephony ecosystems.
- Self-directed operator who thrives in ambiguity and builds playbooks.
- Fluent in enterprise co-sell: account mapping, rules of engagement inside direct sales orgs.
Nice-to-Haves
- Existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google).
- Prior experience in voice AI or CCaaS.
Skills
Partnerships, Channel Sales, Business Development, APIs, LLMs, Contact Center, Telephony, Co-Sell, CRM, Voice Ai, Ccaas
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