[All remote jobs](https://jobicy.com/jobs.md)[![Kong Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/03/f43352b801f4c6854ba70c5f70cec7cd.jpeg)](https://jobicy.com/company/kong-inc.md)[Kong Inc.](https://jobicy.com/company/kong-inc.md) # Partner Sales Director AI Summary This senior individual-contributor role owns Kong’s partner business and partner-sourced revenue across the DACH territory. The Director recruits and enables channel, technology, GSI, and hyperscaler partners while building joint go-to-market plans with field sales. Success depends on generating net-new pipeline, managing co-selling and deal-registration motions, forecasting accurately, and maintaining partner data in Salesforce. The role requires strong enterprise technology sales experience, familiarity with open-source and API or infrastructure platforms, and willingness to travel up to 50%.[Apply for this job](#job-application)[View company](https://jobicy.com/company/kong-inc.md)ShareRemote from[Germany](https://jobicy.com/job-region/germany.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished3 Nov 2026Apply before3 Dec 2026Listing views31Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. Are you ready to unlock intelligence? If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box – we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others. ### A strong partner ecosystem is crucial to the success and growth of Kong’s business. Partners are a strategic imperative for Kong’s continued growth and market expansion. As customer requirements become more complex, we need partners with the capability and capacity to help customers implement, support and grow their usage of Kong. We work closely with cross-functional leadership to ensure partners are integrated throughout the sales cycle, both pre- and post-sale. The Partner Sales Director owns Kong’s partner business within the DACH territory. That means recruiting the right partners, building a real go-to-market motion with them, and driving sourced incremental revenue, not slideware pipeline. The PSD is the single point of contact for anything partner-related: for field sellers who need partner help on a deal, for partners who need a path into Kong, and for leadership setting regional strategy. The ecosystem spans channel resellers, technology partners, GSIs, and hyperscalers (AWS, Azure, GCP), and the PSM works across all four. At the Intermediate level and above, this is a senior individual contributor role: the PSD runs their territory as their own business, in close partnership with the territory’s sales leader. Responsibilities * Own the partner revenue number for your assigned territory. Sell Kong’s full portfolio (products, renewals, professional services, and support) through and with focus partners. * Build the joint go-to-market plan with your territory’s sales team. Identify and sign new partners where there are gaps. * Drive partner-sourced pipeline: set targets, run the cadence, and hold partners (and yourself) accountable to them, favoring net-new sourced business over tagging partners onto deals you’d close anyway. * Drive partner-sourced and partner-influenced pipeline by coordinating deal registration, lead sharing, and co-selling motions for Kong Gateway, Kong AI Gateway, Kong Mesh, and Konnect. * Build joint assets with focus partners, such as reference architectures, blueprints, and 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. Pull in the right cross-functional support (enablement, CX, marketing, ops) to make the projects land. * Build a focus partner plan for your territory and execute it alongside sales engineering, SDRs, customer success, and marketing. * Partner with and Partner Sales Engineers to ensure partners have the technical readiness needed to sell and deliver Kong solutions. * Build, maintain, and manage relationships with the Kong field sales organization. Proactively engage with Kong AEs, ASMs and geo leadership. * Coordinate and facilitate the involvement of Kong team members, including sales leadership and support, as needed to meet sales targets and partner sales objectives. * Facilitate territory mapping and identification of new joint opportunities. Resolve route conflicts appropriately. * Contribute to quarterly business reviews (QBRs) within your assigned territory, and participate in annual planning within the Partner organization. * Provide weekly forecasts and/or progress reports, and keep partner and opportunity data current in Salesforce and other partner management systems. * Escalate critical business issues to Partner Sales team management. * Prepare presentations, territory plans and reports as required. * Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed. ### Requirements If you don’t think you meet all of the criteria below but are still interested in the role, please apply. Nobody checks every box. We’re looking for candidates who are particularly strong in a few areas, and have some interest and capabilities in others. * 5+ years in partner, channel, or alliances sales, with a track record of driving go-to-market across channel, GSI, and hyperscaler partners * 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 * 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 remain calm under pressure * Established personal network within the industry * Results-oriented perspective * Interest in Kong and open source software; ability to use Kong * Shares Kong’s values and works in accordance with them * Ability to travel up to 50% and comply with the company’s travel policy About Kong: Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Trusted by the Fortune 500® and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. For more information, visit [www.konghq.com](http://www.konghq.com). Show more [Apply now >](https://jobicy.com/jobs/158714-partner-sales-director-3.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position carries direct accountability for partner revenue in a strategic territory and requires coordinating many partners, internal teams, and complex enterprise opportunities simultaneously. It also demands deep commercial judgment across channel, GSI, cloud, and technology-partner motions. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$175,000US market range (per year)$140k–$220k0$242.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation is disclosed. The annual salary figures are AI estimates in USD for a senior partner-sales leadership individual-contributor role; the yearly cadence is inferred from the full-time senior role and standard market practice. ## Core skills Skills and capabilities most closely associated with this opportunity. [Partner sales](https://jobicy.com/jobs?search_keywords=Partner%20sales.md)[Channel sales](https://jobicy.com/jobs?search_keywords=Channel%20sales.md)[Alliance management](https://jobicy.com/jobs?search_keywords=Alliance%20management.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Enterprise software sales](https://jobicy.com/jobs?search_keywords=Enterprise%20software%20sales.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Co-selling](https://jobicy.com/jobs?search_keywords=Co-selling.md)[Deal registration](https://jobicy.com/jobs?search_keywords=Deal%20registration.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Partner relationship management](https://jobicy.com/jobs?search_keywords=Partner%20relationship%20management.md)[Cloud partnerships](https://jobicy.com/jobs?search_keywords=Cloud%20partnerships.md)[Open-source software](https://jobicy.com/jobs?search_keywords=Open-source%20software.md)[Revenue forecasting](https://jobicy.com/jobs?search_keywords=Revenue%20forecasting.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Strategic communication](https://jobicy.com/jobs?search_keywords=Strategic%20communication.md) Sample interview questionsHow would you build a focus-partner plan for the DACH territory?I would first segment existing and prospective partners by customer reach, technical capability, vertical coverage, and demonstrated capacity to source net-new business. I would align a small set of priority partners with account whitespace and define joint targets, enablement milestones, account plans, marketing activities, and a weekly operating cadence. What metrics do you use to distinguish genuine partner-sourced pipeline from partner influence? I use documented origination, partner-introduced accounts or opportunities, deal-registration timing, and partner-owned demand-generation evidence to classify sourced pipeline. I separately track influenced pipeline, conversion rates, pipeline aging, win rates, and revenue so that partner impact is measured transparently without overstating attribution. Describe how you would resolve a channel conflict between a direct seller and a partner. I would clarify account ownership, deal-registration history, customer preference, and each party’s value in moving the opportunity forward. I would facilitate a solution that protects customer outcomes and commercial momentum, document the agreed engagement model, and escalate only when policy or strategic-account considerations require it. How would you enable a GSI or hyperscaler partner to sell Kong solutions effectively? I would create a joint enablement plan combining product positioning, technical readiness, target use cases, reference architectures, and co-selling playbooks. I would then validate readiness through joint account mapping, solution workshops, early opportunities, and regular reviews of pipeline creation and conversion. How do you maintain forecast accuracy while managing many partner activities at once? I establish a consistent forecast cadence with clear opportunity stages, exit criteria, partner commitments, and next steps recorded in Salesforce. I prioritize opportunities based on probability, strategic value, and time sensitivity, while using dashboards and weekly partner reviews to identify risks and correct data gaps early. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Socure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/4dd877ff6ea919681d6e790a57ab639c.jpeg) Socure Nov 3 New ### [Account Executive Director, Finserv](https://jobicy.com/jobs/158775-account-executive-director-finserv.md) Why Socure? Socure is building the identity trust infrastructure for the digital economy — verifying 100% of good identities in real time and stopping fraud before it starts. The mission… * ![Stripe logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/10/WRILS-201011073943-272457.png) Stripe Nov 3 New ### [Account Executive, Product Sales (Terminal)](https://jobicy.com/jobs/158774-account-executive-product-sales-terminal.md) Who we are Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue,… * ![Lightspeed Commerce logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/09/3d38005a-221.png) Lightspeed Commerce Nov 3 New ### [Manager, Outbound Account Executive – West Coast](https://jobicy.com/jobs/158770-manager-outbound-account-executive-west-coast.md) Hi there! Thanks for stopping by 👋 Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! Please… * ![Stripe logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/10/WRILS-201011073943-272457.png) Stripe Nov 3 New ### [Account Executive Product – Fraud & Risk](https://jobicy.com/jobs/158766-account-executive-product-fraud-risk-2.md) Who we are About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies – from the world’s largest enterprises to the most ambitious startups – use Stripe… * ![Defense Unicorns logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/44a44784-221-1.png) Defense Unicorns Nov 3 New ### [Business Development Representative – Cyber](https://jobicy.com/jobs/158762-business-development-representative-cyber.md) EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION WILL REQUIRE U.S. CITIZENSHIP. Role Description: We are seeking a dynamic and driven Business Development Representative (BDR) to join our… * ![Stripe logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/10/WRILS-201011073943-272457.png) Stripe Nov 3 New ### [Account Executive, Enterprise – Grower](https://jobicy.com/jobs/158757-account-executive-enterprise-grower-2.md) Who we are About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow… * ![Unison Infrastructure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/383bca4a-221.jpeg) Unison Infrastructure Nov 3 New ### [Caller / Scheduler](https://jobicy.com/jobs/158745-caller-scheduler.md) Unison is a telecom and renewables infrastructure investment firm funded in partnership with Ardian – the global investment house based in Paris with over $150 billion in assets under management…. * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 3 New ### [Strategic Account Executive – Public Sector](https://jobicy.com/jobs/158736-strategic-account-executive-public-sector.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 3 New ### [Strategic Account Executive, Poland](https://jobicy.com/jobs/158733-strategic-account-executive-poland.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… * ![Tenable logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/01879e02-221.jpg) Tenable Nov 3 New ### [Territory Account Manager](https://jobicy.com/jobs/158730-territory-account-manager-2.md) Who is Tenable? Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent… [Browse all jobs](https://jobicy.com/jobs.md)