Senior Manager, Solutions Partner

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.