Job Description
Ovii's Interpretation of the Role
The Partner Sales Manager will own Kong's partner ecosystem in India, recruiting and enabling channel, GSI, and hyperscaler partners to sell the full Kong portfolio. This senior individual‑contributor role drives partner‑sourced pipeline, builds joint go‑to‑market plans, and creates partner assets and events that generate revenue.
Role Snapshot
- Own India partner ecosystem
- Drive partner‑sourced revenue
- Build joint GTM plans with sales
- Create partner assets and solution briefs
- Run pipeline‑generating partner events
Must-Have Requirements
- partner/channel sales
- GSI & hyperscaler partnership management
- enterprise API/AI platform selling
- GTM planning & execution
- pipeline generation & management
- cross‑functional collaboration
- GSI & hyperscaler partnerships
Nice-to-Have Signals
- prior PSM or partner leadership at API/integration/open‑source company
- hyperscaler co‑sell experience (AWS ISV Accelerate, Azure IP Co‑sell, GCP Partner Advantage)
- network across India's GCC / capability‑center buyer base
- partner leadership at API/integration/open‑source firm
- hyperscaler co‑sell experience
Work Setup
- Location: Pune, India
- Work mode: ONSITE
- Employment type: Full-Time
Not Specified in JD
- Visa sponsorship
- Salary range
- Remote eligibility
- Education requirement
- Certifications
- Relocation
- Notice period
- Travel
- Security clearance
- Coding test
- Portfolio
- GitHub
- Writing sample
- Cover letter
What You'll Likely Work On
- Own the India partner number and sell Kong’s full portfolio through focus partners
- Develop and sign joint go‑to‑market plans with the India sales team
- Set pipeline targets, run cadence, and hold partners accountable for partner‑sourced revenue
- Produce joint assets such as reference architectures, blueprints, and solution briefs
- Organize joint marketing events that generate qualified pipeline
- Deep‑dive into partner business models to align Kong’s value and secure cross‑functional support
- Execute a focused partner plan with sales engineering, SDRs, customer success, and marketing
Good Fit If You Have
- Prior partner leadership at an API, integration, or open‑source company
- Hands‑on hyperscaler co‑sell experience (AWS, Azure, GCP)
- Established network across India’s GCC / capability‑center buyer base
Skills
- Partner/channel sales
- GSI & hyperscaler partnership management
- Enterprise API/AI platform selling
- GTM planning & execution
- Pipeline generation & management
- Cross‑functional collaboration
- Partner asset creation (reference architectures, briefs)
- Joint marketing event execution