5-7 years of experience building and scaling partner programs from scratch
Deep understanding of partner business models and objectives
Proven track record in partner acquisition and relationship management
Experience designing and executing onboarding and enablement programs
Ability to create joint go-to-market plans with partners
Strong enterprise sales acumen, particularly with technical decision-makers
Proven ability to drive cross-functional alignment without direct authority
Responsibilities
Design the partner strategy and go-to-market model from scratch
Identify and recruit strategic boutique AI agencies and integration partners
Enable partner success through effective onboarding and training programs
Collaborate with field teams to develop joint go-to-market plans
Manage partner health metrics and ensure meaningful contributions
Act as a liaison between partners and internal teams to surface feedback
Resolve conflicts and drive alignment across various departments
Benefits
Opportunity to build a partner program from the ground up
Work in a dynamic, ambiguous environment with minimal oversight
Ownership of a critical growth engine for the company
Collaborative culture that values cross-functional input
Potential for significant impact on company revenue and partner success
Full Job Description
Were looking for a partner leader to build Apollos North American partner program from the ground up. This is a zero-to-one role-youll design the playbook, identify and recruit boutique AI agencies and integration partners, and execute a co-sell motion that delivers partner-sourced and partner-influenced revenue.
If youve built a partner program from scratch, thrive in ambiguous environments, and can operate with minimal scaffolding, this is your opportunity to own a critical growth engine.
What youll do
Design the partner strategy and GTM model from scratch - Define the ideal partner profile, acquisition approach, onboarding playbook, and initial co-sell motion that sets the foundation for partner-sourced revenue.
Identify and recruit partners strategically - Source, evaluate, and recruit boutique AI agencies and integration partners that fit your IPP and can actually move the needle. Build relationships with partner leadership and create a compelling reason for them to prioritize Apollo.
Enable partner success and drive adoption - Design and execute onboarding and enablement programs for both commercial and technical teams. Ensure partners have what they need to source and influence deals-and track whether theyre actually using it.
Partner with field teams to drive deals - Work with AEs, SEs, and field leadership to build joint GTM plans and co-sell motions. Turn partner relationships into partner-sourced and partner-influenced revenue-closing deals with mutual benefit.
Manage partner health and growth - Own acquisition, onboarding, and participation metrics. Ensure all partners contribute meaningfully, identify underperformers early, and figure out how to scale the program as it grows.
Be the connective tissue between partners and Apollo - Surface partner feedback and market intelligence back to Product, Marketing, and Field Leadership. Remove blockers, manage conflicts, and drive alignment across teams with no direct authority.
Who you are
Youre a builder and strategist who thinks of partnerships as a growth engine, not a side channel. Youve built partner programs from scratch and can operate with minimal scaffolding. Your track record shows you own outcomes, not just outputs, and you drive impact through influence-aligning people who dont report to you and closing deals with mutual benefit.
Minimum requirements
Youve built and scaled a partner program from scratch
Deep understanding of how partners operate-their business models, objectives, and how they differ from vendors. You can manage trade-offs and tensions for mutual benefit.
Proven partner acquisition track record: youve defined ideal partner profiles and proactively signed partners that fit them.
Youve designed and executed partner onboarding and enablement programs for commercial and technical teams.
You can build joint GTM plans with partners and map priorities that turn relationships into partner-sourced and partner-influenced pipeline.
Enterprise sales acumen: you understand how enterprise buyers (VPs of Engineering, platform leaders, CTOs, CIOs) evaluate infrastructure and developer tooling, and can translate technical capabilities into business value language a partner can use.
You drive cross-functional alignment with no direct authority-pulling input from Sales, Engineering, Support, Product, and Marketing.
You operate with autonomy in ambiguous environments, ruthlessly prioritize by impact, and treat ambiguity as something to resolve, not a blocker.
