DACH Partner Growth Director

Jobicy; United States; Remote; USD 180,000 - 280,000; Full time

Job summary

Kong Inc., the AI Connectivity Company, seeks a Partner Sales Director to own the partner business for the DACH region. You will recruit, enable, and manage focus partners, drive a joint go-to-market plan, and lead partner-sourced revenue across channel, GSI, and hyperscaler ecosystems.

You will coordinate with field sales, enablement, CX, marketing, and ops to ensure wins, build assets, and run joint marketing events. Willingness to travel up to 50% is required.

Qualifications

• 5+ years in partner, channel, or alliances sales with a track record of go-to-market across channel, GSI, and hyperscaler partners.
• Bias toward net-new, sourced business, not just tagging partners onto deals you’d close anyway.
• Comfort managing many partners and activities in parallel without losing thread.
• Experience selling infrastructure, developer platforms, or API/AI technology to enterprise buyers.
• Experience selling open source solutions.
• Experience with B2B sales, deal registration, partner quoting, and co-selling motions.
• Experience with Salesforce and partner management systems (e.g., Partner Portal).
• Effective written and verbal communication skills.
• Strong interpersonal skills and an ability to stay calm under pressure.
• Established personal network within the industry.
• Results-oriented mindset.
• Interest in Kong and open source software; ability to use Kong.
• Shares Kong’s values and works accordingly.
• Willingness to travel up to 50% and comply with travel policy.

Responsibilities

• Own the partner revenue number for your assigned territory and sell Kong’s full portfolio through focus partners.
• Build the joint go-to-market plan with your territory’s sales team and sign new partners where there are gaps.
• Drive partner-sourced pipeline with targets, cadence, and accountability to partners, prioritizing net-new sourced business.
• Coordinate deal registration, lead sharing, and co-selling motions for Kong products.
• Build joint assets with focus partners such as reference architectures and solution briefs used by field teams.
• Run joint marketing events that generate pipeline, not just logos on a banner.
• Understand partners’ business models and what it takes to win together; pull in cross-functional support.
• Develop and execute a focus partner plan with sales engineering, SDRs, CS, and marketing.
• Collaborate with Partner Sales Engineers to ensure partners have the technical readiness to sell Kong solutions.
• Maintain relationships with Kong field sales and geo leadership; engage as needed to meet targets.
• Coordinate involvement of Kong team members for sales targets and partner objectives.
• Support territory mapping and identify new joint opportunities; resolve route conflicts.
• Contribute to QBRs and annual planning within the Partner organization.
• Provide weekly forecasts/progress and keep data current in Salesforce and other systems.

Skills

Channel sales

Partner ecosystems

GSI partnerships

Hyperscaler partnerships

Net-new focus

Forecasting & planning

Cross-functional collaboration

Executive stakeholder management

Tools

Salesforce

Partner Portal

Job description

Kong Inc., the AI Connectivity Company, seeks a Partner Sales Director to own the partner business for the DACH region. You will recruit, enable, and manage focus partners, drive a joint go-to-market plan, and lead partner-sourced revenue across channel, GSI, and hyperscaler ecosystems.

You will coordinate with field sales, enablement, CX, marketing, and ops to ensure wins, build assets, and run joint marketing events. Willingness to travel up to 50% is required.