Partner Sales Manager

Kong Inc.

Job Overview

Location

India-Maharashtra

Job Type

Full-time

Full Job Description

📋 Description

• Own Kong’s entire partner business in India, driving sourced incremental revenue through channel resellers, technology partners, GSIs, and hyperscalers (AWS, Azure, GCP).
• Serve as the single point of contact for all partner-related matters, supporting field sellers, partners seeking entry into Kong’s ecosystem, and leadership shaping regional strategy.
• Sell Kong’s full portfolio — including products, renewals, professional services, and support — exclusively through and in partnership with focus partners, not direct sales.
• Build and execute joint go-to-market plans with the India sales team, aligning partner strategy with regional sales objectives.
• Identify, evaluate, and sign new partners to fill strategic gaps in India’s market coverage, ensuring comprehensive ecosystem reach.
• Drive partner-sourced pipeline by setting clear targets, establishing execution cadence, and holding both partners and internal teams accountable for results.
• Co-develop high-impact joint assets with key partners, including reference architectures, solution blueprints, and technical briefs that field teams actively use to close deals.
• Plan and execute joint marketing events designed to generate qualified pipeline, not just brand visibility or logo placements.
• Deeply understand how each partner makes money, where Kong fits into their business model, and what it takes to win together — then mobilize cross-functional teams (enablement, customer success, marketing, ops) to enable success.
• Build and execute a focused partner plan for India, collaborating closely with sales engineering, SDRs, customer success, and marketing to align resources and maximize impact.
• Maintain a relentless focus on net-new, partner-sourced business, avoiding the trap of simply attaching partners to deals that would close without them.
• Manage multiple partner relationships and concurrent initiatives simultaneously without losing strategic focus or operational detail on any single initiative.
• Leverage existing relationships with India’s regional and national system integrators to accelerate partner onboarding and revenue generation.
• Sell infrastructure, developer platforms, or API/AI technologies to enterprise buyers in India, understanding the technical and commercial buying cycles.
• Operate as a senior individual contributor, running India’s partner business as your own P&L with close alignment to the India sales leader.

🎯 Requirements

• 8+ years in partner, channel, or alliances sales with a proven track record of driving GTM across channel, GSI, and hyperscaler partners
• Existing relationships with India’s regional and national system integrators, with the ability to name partners to engage on day one
• Proven bias toward net-new, sourced business — not just attaching partners to existing deals
• Experience selling infrastructure, developer platforms, or API/AI technology to enterprise buyers in India
• Ability to manage multiple partners and parallel activities without losing strategic or operational focus

🏖️ Benefits

• Opportunity to lead Kong’s partner ecosystem in India as a senior individual contributor with full ownership
• Direct collaboration with global teams at a leader in API and AI connectivity technology
• Access to Kong Konnect, a unified platform trusted by Fortune 500 companies and startups
• Exposure to hyperscaler partnerships (AWS, Azure, GCP) and co-sell opportunities

Skills & Technologies

AWS

Azure

GCP

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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