Vapi

2 weeks ago

Senior Manager, Solutions Partner

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 11 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

Website

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Vapi

2 weeks ago

Senior Manager, Solutions Partner

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 11 hours agoStatus: Live

Job Summary

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

Industry: Developer Tools

Website