Responsibilities
- Design and drive a cohesive cloud alliances strategy for EMEA, aligned with Kong’s broader business priorities.
- Build and sustain executive-level relationships across partner organizations spanning leadership, product, and sales teams.
- Help progress and manage complex partnership dynamics, ensuring balanced and high-impact outcomes against our strategic agreements.
- Partner cross-functionally with sales, marketing, product, and engineering teams to deliver joint solutions and go-to-market activities.
- Execute co-sell "excellence" and co-marketing motions to help generate pipeline and accelerate deal velocity.
- Track partner performance, using data to identify optimization opportunities and drive continuous improvement.
- Own business planning and forecasting for cloud alliance initiatives.
- Proactively address and resolve partner-related challenges or conflicts.
- Develop high-impact narratives and presentations that clearly communicate Kong’s value to our partners and customers.
- Identify potential risks within partnerships and implement mitigation strategies.
- Leverage playbooks and or AI to improve operational efficiencies - do more with less.
Requirements
- Demonstrated experience in business development and partner management within the cloud ecosystem at a scaled software company.
- Track record of driving measurable revenue through strategic alliances.
- Strong capabilities in strategic planning and consultative selling.
- Existing relationships with cloud service partners at all levels.
- Proven ability to operate effectively in cross-functional environments.
- Strong relationship-building and stakeholder management skills.
- Excellent communication, presentation, and storytelling abilities.
- Solid understanding of product management concepts.
- Sound judgment in identifying and managing partnership risks.
Nice to Have
- Experience leading or supporting sales efforts is advantageous.
Work Arrangement
Remote (Country) — EMEA
