Partner Sales Manager

Kong•Springfield, IL

4d•$155,000 - $182,000

About The Position

The Partner Sales Manager drives revenue through partners and owns Kong’s partner business across resellers, systems integrators, and consultancies in an AMER territory. This quota-carrying senior individual contributor builds joint business plans, develops partner-sourced and partner-influenced pipeline, and closes business alongside Kong Account Executives. The role runs its territory as a business in partnership with the territory’s sales leader. The position coordinates co-selling, co-marketing, and co-solutioning with focus partners, working across Kong’s sales engineering, marketing, enablement, and operations teams. It also supports partner technical readiness, develops joint sales and marketing materials, maintains forecasts and partner data, and contributes to quarterly business reviews and annual planning.

Requirements

At least 5 years of experience in partner, channel, or alliances sales, with a track record of driving go-to-market through resellers and systems integrators or consultancies.
Drive to source net-new business and grow it with partners.
Organizational ability to manage multiple partners and activities in parallel.
Experience selling infrastructure, developer platforms, or API and AI technology to enterprise buyers.
Experience selling open-source solutions.
Experience with B2B sales, deal registration, partner quoting, and co-selling.
Experience with Salesforce and partner management systems such as a partner portal.
Clear written and verbal communication, strong interpersonal skills, and a steady presence under pressure.
An established industry network.
A results-oriented approach.
Interest in Kong and open-source software, and ability to use Kong.
Shares Kong’s values and works in accordance with them.
Ability to travel up to 50% and comply with the company’s travel policy.

Nice To Haves

Prior Partner Sales Manager or partner leadership experience at an API, integration, or open-source-led company.
Hyperscaler co-sell experience, such as AWS ISV Accelerate, Azure IP Co-sell, or GCP Partner Advantage.
Existing relationships with AMER systems integrators, regional consultancies, or value-added resellers.
Sales methodology training, such as MEDDPICC or Command of the Message.

Responsibilities

Own the partner business and revenue number across resellers, systems integrators, and consultancies in the assigned AMER territory.
Develop joint business plans with focus partners, setting shared pipeline and revenue goals, and sell Kong’s products, renewals, professional services, and support through and with partners.
Partner with Kong Account Executives to increase partner attach, bring appropriate partners into active deals, align on target accounts, and help AEs win with partners.
Orchestrate co-selling, co-marketing, and co-solutioning with focus partners, coordinating Kong sales engineers, marketing, enablement, and operations teams.
Sign new partners where there is room to grow and identify new joint opportunities across the territory.
Drive partner-sourced pipeline by setting targets, maintaining a regular cadence with partners, and focusing on net-new business.
Coordinate deal registration, lead sharing, and co-selling for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect, and resolve route conflicts fairly.
Create joint materials with focus partners, including reference architectures, blueprints, and solution briefs.
Run joint marketing events and campaigns to build pipeline.
Understand partners’ business models, where Kong fits, and what is required to win together.
Work with Partner Sales Engineers to ensure partners are technically ready to sell and deliver Kong.
Build relationships with Kong Account Sales Managers and geographic leadership, involving sales leadership and support as needed to achieve shared targets.
Contribute to quarterly business reviews and annual planning for the Partner organization.
Share a weekly forecast and keep partner and opportunity data current in Salesforce and the partner portal.
Raise critical business issues early with Partner Sales leadership.
Collaborate with Finance, Partner Operations, and Sales Operations, and prepare territory plans, presentations, and reports as needed.