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 Kong 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 and channel sales, with a strong focus on driving revenue through collaboration with resellers and systems integrators. Proficient in managing partner relationships, executing joint business plans, and leveraging Salesforce for pipeline management.

Highest-signal resume keywords

Partner And Channel Sales ExperienceSalesforce ProficiencyB2B Sales ExpertiseOpen Source Solutions KnowledgeStrong Interpersonal Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Go-To-Market StrategyDeal RegistrationPartner QuotingCo-SellingPipeline ManagementJoint Business PlanningSales ForecastingPartner Management SystemsInfrastructure SalesAPI And AI Technology Sales

Soft Skills

Clear CommunicationResults-Oriented ApproachAbility To Work Under PressureRelationship BuildingCollaboration

Tools & Technologies

SalesforcePartner PortalKong GatewayKong AI GatewayKong MeshKonnect

Industry Keywords

Partner BusinessResellersSystems IntegratorsConsultanciesEnterprise BuyersOpen Source SoftwareB2B SalesJoint Marketing EventsQuarterly Business ReviewsTerritory Planning

Tech Stack

Tools & technologies

Open 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 Kong Account Executives
Own Kong's partner business across resellers, systems integrators, and consultancies in the AMER territory
Sell Kong's full portfolio, including products, renewals, professional services, and support, through and with partners
Partner with Account Executives to increase partner attach and bring partners into live deals
Orchestrate co-sell, co-marketing, and co-solutioning with focus partners
Coordinate Kong sales engineers, marketing, enablement, and operations to deliver partner outcomes
Sign new partners and map the territory for joint opportunities
Drive partner-sourced pipeline and run a regular cadence with partners
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 Partner organization planning
Share weekly forecasts and maintain partner and opportunity data in Salesforce and the partner portal
Escalate critical business issues to 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 systems integrators (SIs) or consultancies
Drive to source net-new business and grow it with partners
Ability 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 industry network
Results-oriented approach
Interest in Kong and open source software, and ability to use Kong
Alignment with Kong's values
Ability to travel up to 50% and comply with the company's travel policy
Legally authorized to work in the country where the position will be worked
Must disclose current or future sponsorship needs

Benefits

Comp & perks

Equity
Commission
Health insurance
Dental insurance
Vision insurance
Paid holidays
Paid time off (PTO)
Professional development opportunities and tools