VP, Channel & Partnerships

Zappi is a consumer insights platform that helps the world’s leading brands make better creative and innovation decisions. Our platform gives enterprise teams access to decision-grade consumer insight — through ad testing, concept testing, and audience understanding — at the speed modern marketing demands. Backed by Sumeru Equity Partners, we work with some of the world’s largest consumer brands.The Opportunity Consumer insight has always lived outside the creative process — a separate step, a separate tool, a separate team. We are changing that: embedding decision-grade insight directly into the platforms where briefs are written, assets are made, and creative decisions happen. This is a genuinely new commercial model, a new way of delivering value, and a new way of working that the research industry has not seen before. The person who builds this channel will shape how some of the world’s biggest brands access consumer intelligence for years to come. You will own it end-to-end — from identifying the right partners and generating your own pipeline, through developing the right value proposition for each platform category, to negotiating commercial terms and ensuring each partnership drives real revenue. There is no inherited playbook. This is a build role.Core Objectives Drive Embedded Revenue GrowthDevelop strategic partnerships that integrate Zappi’s capabilities into partner and customer workflows, creating scalable recurring revenue opportunities that do not depend on direct sales headcount. Expand Commercial PartnershipsIdentify and secure partnerships with platforms, technology providers, agencies, consultancies, and media and data ecosystems that accelerate growth and open new distribution channels.Build Repeatable Partnership MotionsCreate the frameworks, commercial models, and go-to-market processes that turn individual deals into a scalable, repeatable channel — so the channel can grow without growing headcount proportionally. Develop Data and Insight PartnershipsIdentify strategic data and insight partnerships that increase the value, reach, and commercial application of Zappi’s data assets. Establish Zappi’s Ecosystem PresenceMake Zappi a recognised embedded insights partner within the broader marketing, innovation, media, and consumer intelligence ecosystems. Key Responsibilities:Build and execute Zappi’s global channel and partnership strategy, aligned to company growth objectivesGenerate your own pipeline through outbound prospecting — identify, prioritise, and get in front of the right partners without relying on inbound or CEO-led introductionsRepresent Zappi credibly at senior levels — CTO, CPO, Chief AI Officer — in initial conversations and through to commercial closeDevelop a compelling, honest value proposition for each partner category, grounded in their specific workflow and user base rather than a generic re-pitch of the same deckWork within the guardrails of what the product can actually deliver; push back internally when a proposed integration does not make commercial senseBuild partnership business cases, commercial models, and joint GTM strategies with clear revenue accountabilityLead commercial negotiations — revenue share, API terms, integration commitments — with support from Legal and FinancePartner closely with Product and Product Marketing to identify integration opportunities and ensure what gets promised can be deliveredOwn the commercial relationship post-signature: track embedded revenue, usage adoption, and partner success metricsFeed partner learnings back into product, strategy, and GTM to inform how the channel evolvesWhat success looks likeGrowth in embedded and partnership-driven recurring revenueNumber and quality of strategic partnerships established and in active commercial motionPartner-sourced and partner-influenced pipeline and bookingsExpansion of Zappi integrations and embedded workflow adoption across enterprise customersDevelopment of repeatable partnership frameworks that scale beyond this hireWhat we're looking for Platform Ecosystem FluencyYou understand how partner programmes work from the inside — whether because you ran one, sold through one, or built on top of one. You know how platforms evaluate integration partners, what they need to see commercially and technically before they commit, and how to navigate the gap between a product team that likes your idea and a business team that needs to justify the deal.Outbound InstinctYou have a track record of building pipeline from scratch. You know how to get a meeting with someone who did not ask for one and how to turn that conversation into a real opportunity. This role does not suit someone who waits for the phone to ring. Value Proposition AdaptabilityYou can read a partner’s workflow, understand what their users actually do and when, and figure out where Zappi genuinely creates value versus where it is a stretch. You are good at shaping a proposition that is both compelling and honest. You do no