Director, Partner Programs & Operations

🔥 12 hours ago

🏄 California, Illinois, +3 more states – Remote

🏄 California – Remote 🌽 Illinois – Remote 🗽 New York – Remote 🤠 Texas – Remote ☕ Washington – Remote

💵 $150k - $220k / year

⏰ Full Time

🔴 Lead

⚙️ Operations

👻 Ghost score 2%

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Kong Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💼 Consulting

📦 Logistics

🔌 API

💰 $100M Series D on 2021-02

Consulting • Logistics • API

Kong Inc. is a company that provides a comprehensive API platform designed to facilitate API management, AI integration, and developer productivity. It offers solutions like Kong Gateway, Kong Konnect, and a variety of other tools targeted at managing and optimizing the API lifecycle. Kong's platform supports multi-cloud environments and is built to deliver high performance and security. It is notably recognized by Gartner as a leader in API management and supports innovations across industries like financial services, healthcare, and technology. The company emphasizes flexibility, security, and speed, making it a favored choice for enterprises looking to enhance their digital services through APIs. Kong also supports a robust community of developers and provides extensive integrations and plugins to streamline API management and operations.

📋 Description

• Serve as strategic and operational partner to the Ecosystem VP and Partner Sales leaders across theaters • Run AI-assisted operating cadence, including forecast and pipeline reviews, QBRs, and executive reporting • Facilitate cross-functional alignment on people, process, and systems • Lead annual and quarterly planning for the partner organization, including targets, capacity, and coverage • Own rules governing partner deal registration, protection, sourcing, and crediting • Encode rules of engagement, deal registration, and attribution into systems and agents • Define partner-touched lead and deal workflows between ADR, PSD, and AE, including routing, SLAs, and prioritization • Partner with Deal Desk, Finance, and Legal on resale, referral, and cloud marketplace deals • Partner with Incentive Compensation on channel-neutral crediting and referral fees • Own cloud marketplace operations across AWS, Microsoft Azure, and Google Cloud • Manage listings, private offers, CPPOs, and co-sell registration • Lead marketplace launches in new regions • Manage marketplace fees, customer commit drawdown, and partner involvement on marketplace deals • Define and report partner KPIs and maintain partner data accuracy • Define partner marketing measurement and connect MDF and event spend to registered deals • Build and maintain the partner operations handbook and repeatable workflows • Establish partner onboarding, software access, prospective partner intake, and ADR/PSD training • Own partner data design, account structure, deal registration approval alignment, lead routing, and opportunity alerts • Evaluate the long-term fit of the PRM • Own the Partner Operations AI roadmap and build or buy agents and automations • Own business requirements for partner tooling across Salesforce, PRM, and CPQ • Build a small team of AI-native operators and drive change across Sales, Marketing, Finance, Legal, and Customer Success

🎯 Requirements

• 10+ years in Partner or Channel Operations, Revenue Operations, or Sales Strategy & Operations at a B2B SaaS or infrastructure software company • 3+ years leading partner operations • Direct ownership of deal registration, rules of engagement, and partner attribution • 3+ years operating a multi-type, multi-region partner ecosystem, including GSIs, regional SIs, resellers, distributors, ISVs, and hyperscalers • Hands-on end-to-end partner deal execution across resale, referral, and cloud marketplace transactions • Experience with partner discounting and order form requirements • 3+ years leading partner planning, including targets, quota, capacity, and coverage • Experience designing channel-neutral crediting with Incentive Compensation • Proven track record as a trusted advisor to VP-level Partner or Sales leaders • Deep Salesforce fluency, including opportunity design, sourcing fields, and reporting • Experience with PRM and BI tools • Hands-on use of AI tools to automate operations workflows • Preferred: Hyperscaler co-sell and marketplace mechanics, including AWS ACE, ISV Accelerate, Marketplace private offers, Microsoft co-sell, and Google Cloud Partner Advantage • Preferred: Experience supporting usage-based or consumption pricing and reflecting it in partner deal structures and crediting • Preferred: Experience leading a team from building processes to running them at scale • Preferred: API, cloud infrastructure, or AI platform experience

🏖️ Benefits

• Equity • Bonus • Health insurance • Dental insurance • Vision insurance • Paid holidays • PTO • Professional development opportunities and tools

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