Partner Sales Manager
Kong
Maharashtra, IndiaPosted 3 months ago
Skill Required
All Cost CenterEngineeringUnreal EnginebuildingAzureAPIsAWSGCPGoAIFulltime
Key highlights
- Required experience: 8+ years in partner, channel, or alliances sales
- Senior individual contributor role owning the India partner business
- Inclusivity statement encouraging candidates who don't meet every criterion to still apply
- Hyperscaler co-sell experience preferred (AWS, Azure, GCP)
Role overview
The role owns Kong's partner business in India, encompassing recruitment of the right partners, building a real go-to-market motion, and driving sourced incremental revenue. It is a senior individual contributor position covering channel resellers, technology partners, GSIs, and hyperscalers (AWS, Azure, GCP), run as the candidate's own business in close partnership with the India sales leader. The role also includes recruiting partners, building go-to-market motions, and being the single point of contact for partner-related matters across field sellers, partners, and leadership setting regional strategy.
Responsibilities
- Own the India partner number. Sell Kong's full portfolio — products, renewals, professional services, support — through and with focus partners.
- Build the joint GTM plan with the India sales team. Identify and sign new partners where there are gaps.
- Drive partner-sourced pipeline. Set targets, run the cadence, hold partners (and yourself) to them.
- Build joint assets with focus partners — reference architectures, blueprints, solution briefs that field teams on both sides actually use.
- Run joint marketing events that generate pipeline, not just logos on a banner.
- Get inside your partners' business. Understand how they make money, where Kong fits, and what it takes to win together. Then pull in the right cross-functional support — enablement, CX, marketing, ops — to make the projects land.
- Build a focus partner plan for India and execute it with sales engineering, SDRs, customer success, and marketing alongside you.
- Be the single point of contact for anything partner-related: for field sellers who need partner help on a deal, for partners who need a path into Kong, and for leadership setting the regional strategy.
- Work across the ecosystem spanning channel resellers, technology partners, GSIs, and hyperscalers (AWS, Azure, GCP).
- Run India as your own business, in close partnership with the India sales leader.
- Recruit the right partners.
Requirements
- 8+ years in partner, channel, or alliances sales, with a track record of driving GTM across channel, GSI, and hyperscaler partners.
- Existing relationships with India's regional and national system integrators. You can name the partners you'd start with on day one.
- A bias toward net-new, sourced business — not just tagging partners onto deals you'd close anyway.
- Comfort running many partners and many activities in parallel without losing the thread on any of them.
- Experience selling infrastructure, developer platforms, or API/AI technology to enterprise buyers in India.
Nice to have
- Prior PSM or partner leadership experience at an API, integration, or open-source-led company.
- Hyperscaler co-sell experience (AWS ISV Accelerate, Azure IP Co-sell, GCP Partner Advantage).
- Network across India's GCC / capability-center buyer base.
Benefits
- If you don't think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we're looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
Additional details
- This is a senior individual contributor role.
- #LI-SP1
- Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era.
- Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models.
- For more information, visit www.konghq.com.