Partner Sales Manager

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

📋 Description

• Drive revenue through partnerships by creating joint business strategies, enhancing partner-sourced and partner-influenced pipelines, and finalizing deals alongside Account Executives.

• Manage Kong's partner business within the territory, focusing on resellers, systems integrators, and consultancies in AMER.

• Achieve shared pipeline and revenue objectives with key partners.

• Promote Kong's complete suite of offerings, including products, renewals, professional services, and support.

• Collaborate with Account Executives to boost partner engagement and assist with live deals.

• Coordinate co-selling, co-marketing, and co-solution efforts with strategic partners.

• Oversee the collaboration between Kong sales engineers, marketing, enablement, and operations.

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

• Generate partner-sourced pipelines and new business initiatives.

• 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.

• Execute joint marketing events and campaigns.

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

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

• Participate in quarterly business reviews and annual planning sessions.

• Provide a weekly forecast and maintain partner and opportunity data within Salesforce and the partner portal.

• Address critical business matters with Partner Sales leadership.

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

⛳️ Requirements

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

• Proven record of driving go-to-market strategies through resellers and systems integrators or consultancies.

• Strong motivation to generate new business and enhance growth with partners.

• Exceptional organizational skills to manage multiple partners and activities simultaneously.

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

• Background in selling open-source solutions.

• Familiarity with B2B sales, deal registration, partner quoting, and co-selling processes.

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

• Excellent written and verbal communication skills, alongside strong interpersonal abilities and composure under pressure.

• Established professional network within the industry.

• Results-driven mindset.

• Genuine interest in Kong and open-source software, with the ability to utilize Kong technologies.

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

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

• Previous experience as a Partner Sales Manager or in partner leadership roles at an API, integration, or open-source-focused company (preferred).

• Experience with hyperscaler co-selling programs, such as AWS ISV Accelerate, Azure IP Co-sell, or GCP Partner Advantage (preferred).

• Existing connections with AMER systems integrators, regional consultancies, or value-added resellers (preferred).

• Training in sales methodologies, such as MEDDPICC or Command of the Message (preferred).

🏝️ Benefits

• Equity

• Commission

• Health insurance

• Dental insurance

• Vision insurance

• Paid holidays

• PTO

• Professional development opportunities and tools