Partner Sales Manager
About this job
Kong, known as the AI Connectivity Company, creates the connectivity layer of AI for Fortune 500 companies and AI startups, helping them secure, manage, and govern APIs and AI traffic across any model or cloud. In this Partner Sales Manager role, you will take complete ownership of Kong's partner business in India as a senior individual contributor. Operating the region like your own business, you will work closely with the India sales leader to recruit strategic partners, build joint go-to-market strategies, and drive incremental revenue. Your regular routine involves acting as the primary point of contact for partners and field sellers, collaborating with channel resellers, GSIs, technology partners, and hyperscalers like AWS, Azure, and GCP, and coordinating with internal teams such as marketing, customer success, and sales engineering to execute partner plans.
Responsibilities
- Manage the India partner number and sell Kong's complete portfolio through focus partners
- Create and implement joint go-to-market plans alongside the India sales team
- Drive partner-sourced pipeline by setting clear targets and operational cadence
- Develop joint assets including reference architectures and solution briefs with partners
- Organize joint marketing events aimed at generating actual pipeline growth
- Understand partner business models to align strategies and win together
- Coordinate cross-functional support across enablement, marketing, operations, and CX
Requirements
- 8+ years of experience in channel, partner, or alliances sales
- Proven track record of driving go-to-market strategies across GSIs, channels, and hyperscalers
- Existing professional relationships with national and regional system integrators in India
- Demonstrated focus on generating net-new, sourced business rather than just deal tagging
- Ability to manage multiple partners and parallel activities effectively
- Background in selling developer platforms, infrastructure, or API/AI tech to Indian enterprises
Good to have
- Prior partner leadership or PSM experience at an open-source-led, API, or integration company
- Experience with hyperscaler co-sell programs like Azure IP Co-sell, AWS ISV Accelerate, and GCP Partner Advantage
- Established network across capability-center and GCC buyer bases in India
Who should apply
This role suits experienced professionals with a strong background in partner and channel sales within the Indian enterprise market. Candidates should possess existing relationships with major system integrators and a proven capability to drive net-new revenue through hyperscalers, GSIs, and channel partners. If you have extensive experience selling infrastructure or API technology and excel at running a region independently as a senior individual contributor, this position at Kong is a great match. This is not a fresher position.
Frequently asked questions
What is the primary objective of the Partner Sales Manager at Kong?
The Partner Sales Manager owns Kong's partner business in India, focusing on recruiting the right partners, building go-to-market motions, and driving sourced incremental revenue.
What kind of ecosystem will I work with in the Partner Sales Manager role at Kong?
You will work across an ecosystem that includes channel resellers, technology partners, global system integrators (GSIs), and hyperscalers such as AWS, Azure, and GCP.
What experience is required for the Partner Sales Manager position at Kong?
Applicants need 8+ years of experience in channel, partner, or alliances sales, along with a track record of driving GTM across hyperscaler, GSI, and channel partners in India.
Is Kong an AI company?
Yes, Kong Inc. is described as the AI Connectivity Company, building the connectivity layer of AI and providing a unified API and AI platform.
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