Partner Sales Manager

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Drive revenue through partnerships by developing joint business strategies, enhancing partner-sourced and partner-influenced pipelines, and closing deals in collaboration with Kong Account Executives.

• Oversee Kong's partner business within resellers, systems integrators, and consultancies in the AMER region.

• Market Kong's entire product range, including offerings, renewals, professional services, and support, through and with partners.

• Collaborate with Account Executives to boost partner involvement and integrate partners into live transactions.

• Facilitate co-selling, co-marketing, and co-solutioning efforts with key partners.

• Coordinate efforts among Kong sales engineers, marketing, enablement, and operations to achieve partner objectives.

• Sign new partners and strategically map the territory for collaborative opportunities.

• Stimulate the partner-sourced pipeline and maintain a consistent engagement with partners.

• Manage deal registration, lead sharing, and co-selling for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect.

• Develop joint materials such as reference architectures, blueprints, and solution briefs.

• Organize joint marketing initiatives and campaigns.

• Collaborate with Partner Sales Engineers to ensure partners are equipped to sell and implement Kong solutions.

• Cultivate relationships with Kong Account Sales Managers and regional leadership.

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

• Provide weekly forecasts and maintain partner and opportunity data in Salesforce and the partner portal.

• Raise critical business concerns to Partner Sales leadership.

• Work together with Finance, Partner Operations, and Sales Operations; prepare territory plans, presentations, and reports.

⛳️ Requirements

• 5+ years of experience in partner, channel, or alliances sales.

• Proven success in driving go-to-market strategies through resellers and systems integrators (SIs) or consultancies.

• Strong motivation to source new business and expand it with partners.

• Capability to manage multiple partners and activities simultaneously.

• Experience in selling infrastructure, developer platforms, or API and AI technologies to enterprise clients.

• Familiarity with selling open-source solutions.

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

• Proficient in Salesforce and partner management systems, including partner portals.

• Excellent written and verbal communication skills.

• Strong interpersonal abilities and a calm demeanor under pressure.

• Established network within the industry.

• Results-driven mindset.

• Interest in Kong and open-source software, with the capability to utilize Kong.

• Alignment with Kong's core values.

• Willingness to travel up to 50% and adhere to the company's travel policy.

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

• Required to disclose any current or future sponsorship needs.

🏝️ Benefits

• Equity

• Commission

• Health insurance

• Dental insurance

• Vision insurance

• Paid holidays

• Paid time off (PTO)

• Professional development opportunities and tools