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Apollo GraphQL is seeking a Strategic Alliances Manager to build the company's North American partner program from the ground up. This is a zero-to-one role where you will design the partner strategy, identify and recruit boutique AI agencies and integration partners, and execute a co-sell motion that generates partner-sourced and partner-influenced revenue.
Key responsibilities include:
- Design the partner strategy and GTM model from scratch, defining ideal partner profiles, acquisition approaches, onboarding playbooks, and initial co-sell motions.
- Identify and recruit partners strategically by sourcing, evaluating, and recruiting boutique AI agencies and integration partners that align with your ideal partner profile and can drive meaningful revenue.
- Enable partner success through the design and execution of onboarding and enablement programs for both commercial and technical teams, ensuring partners have the tools and knowledge to source and influence deals.
- Partner with field teams (AEs, SEs, field leadership) to build joint GTM plans and co-sell motions that turn partner relationships into closed deals with mutual benefit.
- Manage partner health and growth by owning acquisition, onboarding, and participation metrics, identifying underperformers, and scaling the program.
- Serve as connective tissue between partners and Apollo, surfacing partner feedback and market intelligence to Product, Marketing, and Field Leadership while removing blockers and driving cross-functional alignment.
About Apollo GraphQL: Apollo helps teams build, operate, and scale the graphs that power modern applications. The platform is trusted by companies like Walmart, Expedia, DoorDash, and The New York Times. Apollo is a globally distributed team of 220+ people across 10 countries with no return-to-office requirement.
Requirements:
- Proven track record building and scaling a partner program from scratch
- Deep understanding of partner business models, objectives, and how they differ from vendors; ability to manage trade-offs for mutual benefit
- Demonstrated partner acquisition experience with defined ideal partner profiles and successful partner recruitment
- Experience designing and executing partner onboarding and enablement programs for commercial and technical teams
- Ability to build joint GTM plans with partners and map priorities that generate partner-sourced and partner-influenced pipeline
- Enterprise sales acumen with understanding of how enterprise buyers (VPs of Engineering, platform leaders, CTOs, CIOs) evaluate infrastructure and developer tooling
- Proven ability to drive cross-functional alignment with no direct authority across Sales, Engineering, Support, Product, and Marketing
- Ability to operate autonomously in ambiguous environments, ruthlessly prioritize by impact, and resolve ambiguity rather than treat it as a blocker
