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 areYoure 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.
