Senior Manager, Solutions Partners

Vapi
San Francisco, New York
Workplace: HybridFull timeUSD 220,000 - 260,000 annuallyFunction: Solutions Engineering & Sales EngineeringExperience: 7+ yearsSkills: ["Self-directed","Negotiation","Commercial judgment","Operator mindset","Enterprise co-selling"]

Build and scale an enterprise solutions partner channel: recruit, negotiate, and activate net-new SI, AI consultancy, and CX partner cohorts while defining the playbook, program, and economics from day one. Own partner-sourced pipeline by standing up CRM attribution, co-selling with the sales team, reporting early channel metrics, and refining recruitment and onboarding as you grow quarterly partner performance.

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FursaFursa
Vapi
Vapi
2 months ago

Senior Manager, Solutions Partners

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Source: Company careers pageValidated by: Fursa AI
Last checked: 17 hours agoStatus: Live

Job Summary

Build and scale an enterprise solutions partner channel: recruit, negotiate, and activate net-new SI, AI consultancy, and CX partner cohorts while defining the playbook, program, and economics from day one. Own partner-sourced pipeline by standing up CRM attribution, co-selling with the sales team, reporting early channel metrics, and refining recruitment and onboarding as you grow quarterly partner performance.
Location: San Francisco, New York
Workplace: Hybrid
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering
Seniority: Manager level

Key Responsibilities

  • •Learn and map the product, platform, and enterprise motion, then identify where solutions partners fit and build a prioritized target list.
  • •Launch outreach, run discovery conversations, shadow calls, and review won/lost deals to find where partners accelerate or unlock revenue.
  • •Move partners into active negotiation and build the activation playbook with enablement path, co-sell process, and lighthouse deal identification.
  • •Stand up deal registration and attribution in the CRM to track partner-sourced pipeline from day one, including partner profile/qualification criteria and partner economics.
  • •Sign and onboard partner cohorts, drive co-selling with the sales team, maintain quarterly partner-sourced pipeline, and shape the partner program and roadmap needs based on feedback.

Pay and Benefits

Salary: USD 220,000 - 260,000 annually
Equity and Bonus:Equity
Perks:MedicalDentalVisionLearning BudgetGym MembershipMeal AllowanceCommuter Benefits

Key Requirements

  • •7+ years in partnerships, channel sales, or business development at a B2B software company, with 3+ years recruiting and launching new partners (SIs, consultancies, or agencies).
  • •Experience building partner-sourced pipeline from zero or near-zero (founding work), not just managing an existing book.
  • •Strong commercial skills to negotiate partnership agreements, structure incentives, and hold partners accountable to revenue outcomes.
  • •Technical fluency to discuss APIs, LLMs, and contact center/telephony ecosystems credibly.
  • •Enterprise co-sell experience, including account mapping and rules of engagement.
Experience:7+ yearsB2B softwarePartnershipsChannel salesBusiness development
Skills:Self-directedNegotiationCommercial judgmentOperator mindsetEnterprise co-selling
Tech Stack:APIsLLMsCRMCCaaSTelephonyVapi

Company Brief

Vapi
Provides AI-powered tools that help developers build, test, and document APIs using natural language and automation, simplifying integration and accelerating API development while offering SDK generation, mock servers, and team collaboration features.
Industry: Developer Tools
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