Director, Solution Partners

AppFolio Inc • Goleta, CA

8d • $184,000 - $230,000 • Hybrid

About The Position

As Director, Solution Partners, you will lead the strategy and execution of AppFolio’s partner-delivered services. You will evolve the established Solution Partner Program and develop new offerings, including launching AppFolio’s AI Native Services offering with a bookkeeping and accounting pilot and scaling partner-delivered AI adoption through the Realm Acceleration strategy.

You will translate these opportunities into scalable delivery models that produce measurable customer outcomes and consistent, high-quality experiences. The role balances strategic planning with hands-on execution, including defining service-delivery models, building partner-delivery capabilities, working with Product and internal teams to make AI-adoption methodologies executable by partners, and using field results to improve those methodologies.

You will build, coach, and grow the team supporting this work, managing internal team members and actively overseeing and developing external partners delivering services on AppFolio’s behalf.

Requirements

• 8+ years of experience managing external partners or vendors and scaling service-delivery programs.
• Direct experience coaching and developing team members, with the judgment to lead across teams of varying sizes.
• Direct experience managing a partner or channel program end-to-end, including relationships, business reviews, escalations, and performance accountability.
• Proven experience managing a partner-delivered service or program from an early stage, including defining scope, structure, and success metrics.
• Excellent stakeholder communication skills, including experience reporting program health and performance to senior leadership.
• Extensive experience managing partner, vendor, or channel relationships at scale, including sourcing, contracting, and performance management of external delivery organizations.
• Track record of building a new service or program from an early, undefined stage, including defining success criteria and operating models.
• Ability to critically evaluate vendor and partner proposals, including economics, differentiation, and execution risk.
• Experience translating a methodology or playbook owned by another team into something a third party can execute reliably, and shaping that methodology through evidence.
• Demonstrated ability to lead through influence across teams and operate comfortably in ambiguity.

Nice To Haves

• Familiarity with SaaS or vertical-platform enablement motions and professional-services or partner ecosystems.
• Exposure to back-office or operational services such as bookkeeping, technical integration, or fund administration.

Responsibilities

• Lead the strategy and continued evolution of the Solution Partner Program, strengthening partner performance, accountability, and customer value.
• Launch and scale the AI Native Services offering, beginning with bookkeeping and accounting services, and establish a repeatable partner-led delivery model with measurable customer outcomes.
• Define and execute scalable service-delivery strategies for new offerings while balancing cost, quality, and risk.
• Build and scale partner-delivery capabilities to accelerate the Realm strategy and extend AI-adoption support to customers internal teams cannot reach directly.
• Partner with Product and internal teams to make evolving AI-adoption strategies executable by delivery partners, and feed field results back to improve the methodology.
• Build, coach, and grow the team, including direct management of internal team members and oversight and development of external delivery partners.

Benefits

• Eligible regular full-time employees receive benefits; details are referenced on the company website.
• The company describes total rewards and opportunities for growth.
• Coaching, mentorship, and investment in employee development.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed