Partner Sales Manager

Kong Inc.

. Drive revenue through partners by building joint business plans, growing partner-sourced and partner-influenced pipeline, and closing business alongside Account Executives .

Posted 11/6/2026full-timeRemote • United StatesMid-LevelSenior💰 $155,000 - $182,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner sales management, driving revenue through strategic partnerships, and executing joint business plans. Proficient in utilizing Salesforce and partner management systems to enhance collaboration and achieve sales goals.

Highest-signal resume keywords

Partner Sales ManagementB2B Sales ExperienceSalesforce ProficiencyAPI Technology SalesOpen Source Solutions Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner ManagementDeal RegistrationCo-SellingPipeline DevelopmentSales StrategyRevenue GrowthJoint Business PlanningSales Methodology TrainingInfrastructure SalesDeveloper Platform Sales

Soft Skills

Clear CommunicationInterpersonal SkillsOrganizational SkillsResults-Oriented ApproachAbility to Work Under Pressure

Tools & Technologies

SalesforcePartner PortalKong GatewayKong AI GatewayKong MeshKonnect

Industry Keywords

Channel SalesAlliances SalesResellersSystems IntegratorsConsultanciesHyperscaler Co-SellAMER MarketOpen Source SoftwareEnterprise BuyersB2B Sales

Tech Stack

Tools & technologies

AWSAzureGoogle Cloud PlatformOpen Source

About the role

Key responsibilities & impact

Drive revenue through partners by building joint business plans, growing partner-sourced and partner-influenced pipeline, and closing business alongside Account Executives
Own Kong's partner business in the territory across resellers, systems integrators, and consultancies in AMER
Drive shared pipeline and revenue goals with focus partners
Sell Kong's full portfolio, including products, renewals, professional services, and support
Partner with Account Executives to increase partner attach and support live deals
Orchestrate co-sell, co-marketing, and co-solutioning with focus partners
Coordinate Kong sales engineers, marketing, enablement, and operations
Sign new partners and map the territory for joint opportunities
Drive partner-sourced pipeline and net-new business
Coordinate deal registration, lead sharing, and co-sell for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect
Create joint assets such as reference architectures, blueprints, and solution briefs
Run joint marketing events and campaigns
Work with Partner Sales Engineers to ensure partners can sell and deliver Kong
Build relationships with Kong Account Sales Managers and geographic leadership
Contribute to quarterly business reviews and annual planning
Share a weekly forecast and maintain partner and opportunity data in Salesforce and the partner portal
Raise critical business issues with Partner Sales leadership
Collaborate with Finance, Partner Operations, and Sales Operations; prepare territory plans, presentations, and reports

Requirements

What you’ll need

5+ years in partner, channel, or alliances sales
Track record of driving go-to-market through resellers and SIs or consultancies
Drive to source net-new business and grow it with partners
Organization to run many 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
Established network in the industry
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
Prior Partner Sales Manager or partner leadership experience at an API, integration, or open-source-led company (nice to have)
Hyperscaler co-sell experience, such as AWS ISV Accelerate, Azure IP Co-sell, or GCP Partner Advantage (nice to have)
Existing relationships with AMER SIs, regional consultancies, or value-added resellers (nice to have)
Sales methodology training, such as MEDDPICC or Command of the Message (nice to have)

Benefits

Comp & perks

Equity
Commission
Health insurance
Dental insurance
Vision insurance
Paid holidays
PTO
Professional development opportunities and tools