Are you ready to unlock intelligence?
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.
Are you ready to unlock intelligence?
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 who are particularly strong in a few areas, and have some interest and capabilities in others.
Partner sales is one of Kong's biggest growth engines. The Partner Sales Manager drives revenue through partners: you build joint business plans, grow partner-sourced and partner-influenced pipeline, and close business alongside Kong's Account Executives. You own Kong's partner business in your territory across resellers, systems integrators (SIs), and consultancies in AMER. This is a quota-carrying, senior individual contributor role, and you run your territory as your own business with your territory's sales leader.
Be a business advisor to the partners in your territory, and own the number. Drive a joint business plan with each focus partner that sets shared goals for pipeline and revenue, and sell Kong's full portfolio — products, renewals, professional services, and support — through and with them.
Partner with Kong Account Executives to increase partner attach. Bring the right partner into live deals, align on target accounts, and make it easy for AEs to win with partners.
Orchestrate co-sell, co-marketing, and co-solutioning with each focus partner. You drive the outcomes across all three and coordinate the Kong team — sales engineers, marketing, enablement, and operations — who help you deliver.
Sign new partners where there's room to grow, and map your territory to spot new joint opportunities.
Drive partner-sourced pipeline. Set targets, run a steady cadence with each partner, and focus on net-new business.
Coordinate deal registration, lead sharing, and co-sell for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect, and resolve route conflicts fairly.
Create joint assets with focus partners, such as reference architectures, blueprints, and solution briefs that field teams on both sides can pick up and use.
Run joint marketing events and campaigns that build pipeline.
Learn how your partners make money, where Kong fits, and what it takes to win together.
Work with Partner Sales Engineers so partners have the technical readiness to sell and deliver Kong.
Build strong relationships with Kong Account Sales Managers and geo leadership, and involve sales leadership and support as needed to hit 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.
5+ years in partner, channel, or alliances sales, with a track record of driving go-to-market through resellers and SIs or consultancies
A drive to source net-new business and grow it with partners
The 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
An established network in the industry
A results-oriented approach
Interest in Kong and open source software, and the 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 have:
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 SIs, regional consultancies, or value-added resellers
Sales methodology training, such as MEDDPICC or Command of the Message
#LI-JS2
About Kong:
Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Trusted by the Fortune 500® and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. For more information, visit www.konghq.com.
Skills Required
- 5+ years of experience in partner, channel, or alliances sales
- Track record driving go-to-market through resellers, systems integrators, or consultancies
- Experience sourcing net-new business and growing it with partners
- 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 or partner portals
- Clear written and verbal communication and strong interpersonal skills
- Ability to remain steady under pressure
- Established industry network
- Results-oriented approach
- Interest in Kong and open-source software, with ability to use Kong
- Alignment with Kong’s values
- Ability to travel up to 50% and comply with company travel policy
- 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
Kong Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Kong and has not been reviewed or approved by Kong.
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Leave & Time Off Breadth — Flexible PTO, company-wide Unplug Days, and a four‑week paid sabbatical after five years are prominently offered to support rest and work–life balance. These programs are presented as meaningful perks beyond base pay and are highlighted across official materials and third‑party summaries.
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Healthcare Strength — U.S. medical, dental, and vision coverage is described as strong, with plan quality drawing positive sentiment. Solid healthcare appears to contribute meaningfully to overall satisfaction with the total package.
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Equity Value & Accessibility — Stock options are offered to most employees, creating ownership upside alongside cash compensation. Equity is positioned as a visible component that helps keep offers competitive for certain technical and go‑to‑market roles.
Kong Insights
What We Do
Kong Inc., a leading developer of API and AI connectivity technologies, is building the connectivity layer for AI. Trusted by the Fortune 500 and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. No AI without APIs.
Why Work With Us
It starts with how we show up for each other. We’ve created a workplace that’s intentionally flexible, deeply inclusive, and built for meaningful collaboration — whether virtual or in person. We trust our teams to own their work, and we give them the support, tools, and freedom to grow.
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