Senior Manager, Solutions Partners

Vapi•San Francisco, CA

8d•$220,000 - $280,000

About The Position

Vapi is building the platform for deploying voice agents that can listen, adapt, and resolve customer issues. With significant growth and a recent Series B funding round, Vapi is looking to build its solutions partner ecosystem from the ground up. This role is for a founding senior individual contributor who will be responsible for recruiting, signing, and activating net-new solutions partners to create a repeatable pipeline channel. These partners will extend Vapi's reach into enterprise accounts, bringing client relationships, industry depth, and delivery capacity. This position owns partner-sourced pipeline and offers a unique opportunity to define the strategy and economics of a new channel from its inception, with direct access to leadership.

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.
Comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomes.
Technical understanding of APIs, LLMs, and contact center/telephony ecosystems.
Self-directed operator who thrives in ambiguity and can build and execute playbooks.
Fluent in enterprise co-sell, including account mapping and rules of engagement.

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.

Responsibilities

Learn and map Vapi's product, platform, and enterprise motion within the first 30 days.
Map the solutions partner landscape and build a prioritized target list.
Launch outreach and open discovery conversations with prospective partners.
Shadow customer and partner calls and review deals to understand partner impact.
Audit existing partner relationships and inbound interest for quick wins.
Move first partners into active negotiation and refine the partner pitch, value proposition, and agreement structure within 60 days.
Build the activation playbook with Sales and Solutions Engineering, including enablement, co-sell process, and lighthouse deal identification.
Stand up deal registration and attribution in the CRM.
Define the ideal partner profile and qualification criteria.
Draft the first version of partner economics, including referral incentives and co-sell motion.
Sign the first cohort of solutions partners and initiate structured activation plans within 90 days.
Drive first partner-sourced opportunities into pipeline through co-selling.
Report early channel metrics to leadership and refine the recruitment playbook.
Establish an onboarding cadence for each signed partner.
Build a co-sell rhythm with Account Executives.
Own and grow quarterly partner-sourced pipeline on an ongoing basis.
Continuously recruit new partners and drive existing ones to source deals.
Deepen partner delivery capability through training and certification.
Shape the partner program as it matures, including tiers, incentives, and economics.
Bring partner and end-client feedback to Product to influence the roadmap.
Maintain a healthy partner recruitment funnel with clear stage conversion.
Represent Vapi at industry events to build reputation.