Director of AI-Powered Partner Operations

KONG; Springfield (IL); Presencial; USD 180.000 - 240.000; Jornada completa

Descripción de la vacante

Kong is seeking a Director of Partner Operations to design and run the operating model that scales our partner business. You will partner with Ecosystem leadership, own deal registration, crediting, payout, and AI-enabled workflows across Salesforce, PRM, and CPQ.

You will lead annual and quarterly planings, set engagement rules, and define data-driven metrics. Collaborate across Deal Desk, Finance, Legal, and Sales to drive growth.

Formación

• 10+ years in Partner or Channel Operations, Revenue Operations, or Sales Strategy & Operations at a B2B SaaS or infrastructure software company, including 3+ years leading partner operations.
• 3+ years operating a multi-type, multi-region partner ecosystem (GSIs, SIs, resellers, distributors, ISVs, hyperscalers).
• Hands-on partner deal execution end to end: resale, referral, cloud marketplace, discounting, order forms.
• 3+ years leading partner planning: targets, quota, capacity, coverage, and channel-neutral crediting with Incentive Compensation.
• Proven track record as a trusted advisor to VP-level Partner or Sales leaders with governance.
• Deep Salesforce fluency plus PRM and BI tools; hands-on use of AI tools to automate ops workflows.

Responsabilidades

• Be the operating partner to Ecosystem VP and Partner Sales leaders, overseeing registration, attribution, crediting, and payout.
• Lead annual and quarterly partner planning, targets, capacity, and coverage to maximise partner investments.
• Define rules of engagement, deal registration, attribution, and encoding into systems for automation.
• Own partner lead and deal workflows across ADR, PSD, and AE with routing, SLAs, and prioritisation.
• Partner deal execution with Deal Desk, Finance, and Legal across resale, referral, and cloud marketplace routes.
• Manage cloud marketplace operations across AWS, Azure, and Google Cloud; launch marketplaces in new regions.
• Define partner KPIs and provide run-the-business views with accurate data quality.
• Collaborate with Partner Marketing and Marketing Ops to measure MDF and link spend to registered deals.
• Build and maintain the partner operations playbook and onboarding workflows; train ADR and PSD on routing rules.
• Own partner data design, deal registration approval, and alerting for new opportunities; evaluate PRM viability.
• Own the AI roadmap for partner operations and implement automation in Salesforce, PRM, and CPQ.
• Lead a lean, high-output team and drive cross-functional alignment across Sales, Marketing, Finance, Legal, and CS.

Descripción del empleo

Kong is seeking a Director of Partner Operations to design and run the operating model that scales our partner business. You will partner with Ecosystem leadership, own deal registration, crediting, payout, and AI-enabled workflows across Salesforce, PRM, and CPQ.

You will lead annual and quarterly planings, set engagement rules, and define data-driven metrics. Collaborate across Deal Desk, Finance, Legal, and Sales to drive growth.