Senior Manager, Solutions Partners

Job description

**Vapi (/ˈVɑːpi/):** - Voice AI that resolves, not transfers - Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life - Trusted by 1 million developers building the future of voice agents - Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised - [Try talking to Vapi now!](https://vapi.ai/) **Why We’re Hiring This Role:** - Enterprises increasingly deploy voice AI through solutions partners - systems integrators, AI consultancies, and CX agencies - and we’re building that ecosystem from the ground up - We need a founding senior IC to recruit, sign, and activate net-new solutions partners and turn them into a repeatable pipeline channel - Partners extend our reach into enterprise accounts we couldn’t win alone - they bring the client relationships, industry depth, and delivery capacity to take Vapi into complex and regulated environments - This role owns partner-sourced pipeline - the channel that will define how enterprises adopt Vapi at scale - You’ll have a direct line to leadership and the rare chance to define the playbook, program, and economics of a channel from day one **What You’ll Do:** - **30 Day**: Learn and map - Go deep on Vapi’s product, platform, and enterprise motion; meet Sales, Solutions Engineering, Marketing, and leadership to understand where partners fit - Map the solutions partner landscape - global and boutique SIs, AI-native consultancies, and CX specialists - and build a prioritized target list - Launch first outreach and open discovery conversations with high-priority prospective partners - Shadow customer and partner calls and review recent won/lost enterprise deals to see where partners accelerate or unlock revenue - Audit existing partner relationships and inbound partner interest to surface quick wins - **60 Day**: Build the engine - Move first partners into active negotiation; sharpen the partner pitch, value proposition, and agreement structure - Build the activation playbook with Sales and Solutions Engineering - enablement path, co-sell process, and lighthouse deal identification - Stand up deal registration and attribution in the CRM so partner-sourced pipeline is tracked from day one - Define the ideal partner profile and qualification criteria so recruitment stays focused on partners who can both source and deliver - Draft the first version of partner economics with leadership - referral incentives, co-sell motion, and services attach - **90 Day**: First signings - Sign the first cohort of solutions partners and kick off structured activation plans with each - Drive first partner-sourced opportunities into pipeline through co-selling with our sales team - Report early channel metrics to leadership and refine the recruitment playbook based on what’s working - Establish an onboarding cadence for each signed partner: kickoff, enablement milestones, and a first-deal target - Build a co-sell rhythm with our AEs - account mapping sessions and clear rules of engagement - **Ongoing**: Own the channel - Own and grow a quarterly partner-sourced pipeline - Continuously recruit new partners while driving existing ones to their first - and next - sourced deals - Deepen partner delivery capability with Agent Engineering through training and certification on Vapi - Shape the partner program as it matures - tiers, incentives, deal registration, and the economics that make Vapi the platform partners bet their practice on - Bring partner and end-client feedback to Product and champion the roadmap needs that unlock partner-led deals - Maintain a healthy partner recruitment funnel with clear stage conversion so the channel compounds quarter over quarter - Represent Vapi at industry events and across the CCaaS/AI ecosystem to build our reputation as the platform partners build on **Who You Are:** - 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) - You’ve built partner-sourced pipeline from zero or near-zero - founding work, not managing a mature book - Commercially sharp: comfortable negotiating partnership agreements, structuring incentives, and holding partners accountable to revenue outcomes - Technical enough to credibly discuss APIs, LLMs, and contact center/telephony ecosystems - A self-directed operator who thrives in ambiguity - you build the playbook, then run it - Fluent in enterprise co-sell - you know how to make a partner deal land inside a direct sales org, from account mapping to rules of engagement - Bonus: existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google), or prior experience in voice AI or CCaaS **How We Work:** - **Build something worthy of love -** Craft matters. We aim to build products and experiences customers genuinely love, not just tolerate. - **Commit and follow through -** We finish what we start and build trust by being people others can count on. - **Why not today? -** We value urgency and momentum. The fastest path to customer value usually wins. - **Seek raw input -** We go directly to customers, data, and teammates instead of relying on summaries or assumptions. - **It’s our problem -** We operate as one team. We share credit, own mistakes together, and support each other when things get hard. - **Be direct and kind -** We give feedback clearly, respectfully, and without delay. **Why Vapi:** - **Generational impact**: Build the *human interface* for every business - **Ownership culture**: Many of us are previous founders - **Kind team**: The founders, Jordan and Nikhil, are Canadians - **Tier-1 Investors**: YC, KP seed, Bessemer Series A **What We Offer:** - **Real stake**: We offer a competitive salary and excellent equity ownership - **Comprehensive health coverage**: medical, dental, and vision plans - **Team love**: We love hanging out, and we do quarterly off-sites - **Flexible time off**: take what you need - **More**: catered meals, transportation, gym, and a $10k annual L&D budget