Partner Sales Director

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of the partner revenue targets for the designated territory and promote Kong's complete portfolio through strategic partners.

• Collaborate with the territory sales team to develop joint go-to-market strategies and identify as well as onboard new partners.

• Generate partner-sourced pipeline by establishing targets, maintaining cadence, ensuring accountability, facilitating deal registration, sharing leads, and engaging in co-selling activities.

• Create collaborative assets such as reference architectures, blueprints, and solution briefs.

• Organize joint marketing initiatives that effectively generate pipeline.

• Gain insights into partners' businesses and coordinate support across various functions including enablement, customer experience (CX), marketing, and operations.

• Develop and implement targeted partner plans alongside sales engineering, sales development representatives (SDRs), customer success teams, and marketing.

• Ensure that partners are technically prepared to sell and implement Kong solutions.

• Cultivate relationships with Kong's field sales team and proactively engage account executives (AEs), area sales managers (ASMs), and regional leadership.

• Coordinate the involvement of the Kong team to achieve sales targets and meet partner sales goals.

• Facilitate territory mapping, identify shared opportunities, and resolve any routing conflicts.

• Contribute to quarterly business reviews and the annual planning process for the Partner organization.

• Provide weekly forecasts and progress updates while maintaining accurate partner and opportunity data in Salesforce and partner management systems.

• Escalate critical business concerns to Partner Sales management.

• Prepare presentations, territory plans, and detailed reports.

• Collaborate with Finance, Partner Operations, Sales Operations, and Sales teams.

⛳️ Requirements

• 5+ years of experience in partner, channel, or alliance sales, demonstrating a successful track record of driving go-to-market strategies with channel, GSI, and hyperscaler partners.

• A strong inclination towards acquiring net-new, sourced business rather than merely including partners in deals that you would close independently.

• Ability to manage multiple partners and activities simultaneously without losing focus on any of them.

• Proven experience selling infrastructure, developer platforms, or API/AI technologies to enterprise clients.

• Familiarity with selling open source solutions.

• Background in B2B sales, including deal registration, partner quoting, and co-selling practices.

• Proficiency with Salesforce and partner management systems (e.g., Partner Portal).

• Strong written and verbal communication abilities.

• Excellent interpersonal skills and the capacity to maintain composure under pressure.

• Established personal network within the industry.

• Results-driven mindset.

• Interest in Kong and open source software; capability to utilize Kong effectively.

• Alignment with Kong's values and adherence to them.

• Willingness to travel up to 50% and comply with the company's travel policies.

• Legally authorized to work in the country where this position is based.

🏝️ Benefits

• Competitive salary and performance bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous vacation and paid time off policies.

• Opportunities for professional development and growth.

• Collaborative and inclusive work environment.