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About the Role
Drives revenue through partners by building joint business plans, growing pipeline, and closing business alongside Account Executives. Owns the partner business in the assigned territory across resellers, systems integrators (SIs), and consultancies. This is a quota-carrying, senior individual contributor role.
Responsibilities
- Act as a business advisor to partners and own the number.
- Drive joint business plans with focus partners to set goals for pipeline and revenue.
- Sell Kong's full portfolio through and with partners.
- Partner with Account Executives to increase partner attach.
- Bring the right partner into live deals and align on target accounts.
- Orchestrate co-sell, co-marketing, and co-solutioning with focus partners.
- Coordinate internal teams (sales engineers, marketing, enablement, operations) to deliver outcomes.
- Sign new partners and map territory to identify new joint opportunities.
- Drive partner-sourced pipeline by setting targets and maintaining regular communication with partners.
- Coordinate deal registration, lead sharing, and co-sell for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect.
- Resolve route conflicts fairly.
- Create joint assets with focus partners, such as reference architectures, blueprints, and solution briefs.
- Run joint marketing events and campaigns to build pipeline.
- Understand partner business models and how Kong fits into winning together.
- Work with Partner Sales Engineers to ensure partners have technical readiness.
- Build strong relationships with Account Sales Managers and geo leadership.
- Involve sales leadership and support as needed to hit shared targets.
- Contribute to quarterly business reviews and annual planning for the Partner organization.
- Share weekly forecasts and maintain partner and opportunity data in Salesforce and the partner portal.
- Raise critical business issues early with Partner Sales leadership.
- Collaborate with Finance, Partner Operations, and Sales Operations.
- Prepare territory plans, presentations, and reports as needed.
Requirements
- 5+ years in partner, channel, or alliances sales with a track record of driving go-to-market through resellers, SIs, or consultancies.
- Drive to source net-new business and grow it with partners.
- Organization to manage multiple partners and activities concurrently.
- Experience selling infrastructure, developer platforms, or API and AI technology to enterprise buyers.
- Experience selling open source solutions.
- Experience with B2B sales, deal registration, partner quoting, and co-selling.
- Experience with Salesforce and partner management systems (e.g., partner portal).
- Clear written and verbal communication skills.
- Strong interpersonal skills.
- Steady presence under pressure.
- Established network in the industry.
- Results-oriented approach.
- Interest in Kong and open source software.
- Ability to use Kong.
- Alignment with Kong's values.
- Ability to travel up to 50% and comply with travel policy.
- Prior Partner Sales Manager or partner leadership experience at an API, integration, or open-source-led company (nice to have).
- Hyperscaler co-sell experience (e.g., AWS ISV Accelerate, Azure IP Co-sell, GCP Partner Advantage) (nice to have).
- Existing relationships with AMER SIs, regional consultancies, or value-added resellers (nice to have).
- Sales methodology training (e.g., MEDDPICC, Command of the Message) (nice to have).
Skills
- API
- AI
- Open Source Software
- B2B Sales
- Deal Registration
- Partner Quoting
- Co-selling
- Salesforce
- Partner Management Systems
- Partner Sales
- Channel Sales
- Alliances Sales
- Go-to-market Strategy
- Infrastructure Sales
- Developer Platform Sales
- Sales Methodology
Location
- AMER
Work Type
- Quota-carrying
- Individual Contributor
Experience Level
- Senior
About the Company
- Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI.
- Trusted by the Fortune 500® and AI-native startups alike.
- Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud.
- For more information, visit www.konghq.com.