Partner Sales Manager
Owns Kong’s partner business in India, building channel, GSI, technology-partner, and hyperscaler go-to-market motions while driving sourced revenue. Requires 8+ years in partner, channel, or alliances sales, strong Indian system-integrator relationships, and experience selling infrastructure, developer platforms, or API/AI technology.
About the job
Responsibilities
- Own Kong’s partner business and revenue number in India.
- Sell Kong’s full portfolio—including products, renewals, professional services, and support—through and with focus partners.
- Build joint go-to-market plans with the India sales team.
- Identify and sign new partners where gaps exist.
- Drive partner-sourced pipeline by setting targets, running operating cadences, and holding partners accountable.
- Build joint assets such as reference architectures, blueprints, and solution briefs.
- Run joint marketing events designed to generate pipeline.
- Understand partners’ business models and identify how Kong can help them win.
- Coordinate enablement, customer experience, marketing, and operations support to execute partner projects.
- Build and execute a focus partner plan with sales engineering, SDRs, customer success, and marketing.
Requirements
- 8+ years of experience in partner, channel, or alliances sales.
- Track record of driving go-to-market programs across channel, GSI, and hyperscaler partners.
- Existing relationships with regional and national system integrators in India.
- Demonstrated bias toward net-new, partner-sourced business.
- Ability to manage multiple partners and activities in parallel.
- Experience selling infrastructure, developer platforms, or API/AI technology to enterprise buyers in India.
Nice to Have
- Prior partner sales management or partner leadership experience at an API, integration, or open-source-led company.
- Hyperscaler co-sell experience, including AWS ISV Accelerate, Azure IP Co-sell, or GCP Partner Advantage.
- Network across India’s GCC and capability-center buyer base.
Skills
Partner Sales, Channel Sales, Alliances, Go-to-Market Strategy, System Integrators, Hyperscalers, AWS, Microsoft Azure, GCP, Pipeline Generation, Sales Engineering, Customer Success, Api Technology, Ai Technology, Enterprise Sales
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