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.
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.
Work Arrangement
Remote (Country) — India
