Senior Manager, Solutions Partner

Vapi

Senior Manager driving solutions partner recruitment and pipeline strategy at Vapi. Focus on building and activating partnerships in the voice AI ecosystem.

Posted 7/6/2026full-timeSan Francisco • California • 🇺🇸 United StatesSenior💰 $220,000 - $260,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and managing partner programs, with a strong focus on developing partner-sourced pipelines and negotiating partnership agreements. Proven ability to thrive in ambiguous environments and drive co-selling opportunities within B2B software ecosystems.

Highest-signal resume keywords

Partnership DevelopmentB2B Software ExperiencePipeline ManagementNegotiation SkillsCo-Selling Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partnership AgreementsPartner-Sourced PipelineAPI DiscussionLLM KnowledgeContact Center Ecosystems

Soft Skills

Self-DirectedThrives in Ambiguity

Tools & Technologies

Co-Sell StrategiesActivation Playbook

Industry Keywords

Channel SalesBusiness DevelopmentSolutions PartnersAI ConsultanciesCX-Focused SIsHyperscaler Ecosystem PartnersVoice AICCaaS

Tech Stack

Tools & technologies

AWS

About the role

Key responsibilities & impact

Learn and map Vapi’s product, platform, and enterprise motion
Map the solutions partner landscape and build a prioritized target list
Launch first outreach and open discovery conversations with prospective partners
Audit existing partner relationships and inbound partner interest to surface quick wins
Move first partners into active negotiation and build the activation playbook
Sign the first cohort of solutions partners and kick off structured activation plans
Drive first partner-sourced opportunities into pipeline through co-selling with our sales team
Own and grow a quarterly partner-sourced pipeline
Shape the partner program as it matures

Requirements

What you’ll need

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)
Built partner-sourced pipeline from zero or near-zero
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
Fluent in enterprise co-sell
Bonus: existing relationships with AI consultancies, CX-focused SIs, or hyperscaler ecosystem partners (Microsoft, AWS, Google), or prior experience in voice AI or CCaaS

Benefits

Comp & perks

Comprehensive health coverage: medical, dental, and vision plans
Flexible time off: take what you need
Catered meals
Transportation
Gym
$10k annual L&D budget
Team love: we love hanging out, and we do quarterly off-sites