Cloud Alliances Director, EMEA

Kong Inc.

Job Overview

Location

England-London

Job Type

Full-time

Full Job Description

📋 Description

• Lead the development and execution of a comprehensive cloud alliances strategy across EMEA, aligned with Kong’s overall business objectives to expand market presence and drive revenue growth.
• Build, nurture, and maintain executive-level relationships with key decision-makers at major cloud service providers, including leadership, product, and sales teams.
• Manage complex partnership dynamics to ensure mutually beneficial outcomes that align with formal strategic agreements and Kong’s commercial goals.
• Collaborate cross-functionally with sales, marketing, product, and engineering teams to design and deliver joint go-to-market initiatives, co-sell programs, and integrated solutions.
• Drive co-sell excellence by enabling sales teams to effectively leverage cloud partner channels, accelerating deal velocity and expanding pipeline generation.
• Execute coordinated co-marketing campaigns with cloud partners to amplify brand visibility, generate qualified leads, and strengthen market positioning.
• Monitor and analyze partner performance metrics to identify optimization opportunities, improve outcomes, and ensure alignment with agreed-upon KPIs.
• Own the business planning, forecasting, and financial modeling for all cloud alliance initiatives in EMEA, ensuring accurate revenue projections and resource allocation.
• Proactively identify, assess, and mitigate risks arising from partnership tensions, misaligned incentives, or market shifts to safeguard Kong’s strategic interests.
• Develop compelling narratives, executive presentations, and partner-facing materials that articulate Kong’s value proposition to cloud providers and their customers.
• Leverage standardized playbooks and AI-driven tools to enhance operational efficiency, reduce manual workload, and scale partnership activities without proportional resource increase.
• Serve as the primary point of contact for cloud partners on all strategic, operational, and tactical matters within the EMEA region.
• Translate partner feedback and market insights into actionable recommendations for Kong’s product and engineering teams to improve platform integration and joint customer value.
• Ensure all alliance activities comply with contractual obligations and company policies while driving innovation in partnership engagement models.
• Represent Kong at industry events, partner summits, and joint customer engagements to reinforce Kong’s position as a strategic cloud ecosystem enabler.
• Continuously evaluate emerging cloud trends and competitive landscapes to adapt the alliances strategy and maintain Kong’s competitive advantage.
• Train and enable internal teams—including sales and channel teams—to effectively engage with cloud partners and leverage joint offerings.

🎯 Requirements

• Demonstrated experience in business development and partner management within the cloud ecosystem at a scaled software company
• Track record of driving measurable revenue through strategic alliances
• Strong capabilities in strategic planning and consultative selling
• Existing relationships with cloud service partners at all levels
• Proven ability to operate effectively in cross-functional environments
• Excellent communication, presentation, and storytelling abilities

🏖️ Benefits

• Competitive compensation package with performance-based incentives
• Flexible work arrangements and remote-first culture
• Comprehensive health and wellness coverage
• Professional development and learning stipend
• Generous paid time off and company-wide holidays
• Access to Kong’s unified API and AI platform for personal and professional use

Skills & Technologies

Onsite

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Kong Inc.

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About Kong Inc.

Kong Inc. is a San Francisco-based software company that develops an open-source API gateway and service connectivity platform. The company offers Kong Gateway, Kong Mesh, and Konnect cloud services to manage, secure, and observe microservices and APIs across clouds and data centers. Founded in 2007 as Mashape, it rebranded to Kong in 2017. Kong’s technology provides traffic control, authentication, rate limiting, and analytics for modern distributed architectures, supporting organizations in digital transformation and cloud-native adoption.

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