Director Partner Programs & Operations Manager
Core
Build the operating model and AI-driven workflows for Kong's partner business to scale the AI Gateway pipeline and bookings.
Role type
Director, Partner Operations (Revenue Operations)
Builds
Partner business operations, cloud marketplace dynamics, and AI-assisted operating cadence for the ecosystem.
Domain
B2B SaaS / Infrastructure Software / AI Connectivity
Required skills
Partner/Channel Operations leadership, Revenue Operations, Partner GTM strategy, Deal registration & attribution, Cloud marketplace operations, Salesforce fluency, PRM/BI tools, AI automation, Team building
Preferred skills
Hyperscaler co-sell mechanics (AWS ACE, Microsoft co-sell), Usage-based pricing structures, Scaling teams from process to scale, API/Cloud/AI platform experience
Technologies
Salesforce, PRM, CPQ, AWS, Microsoft Azure, Google Cloud
Responsibilities
Serve as strategic partner to Ecosystem VP and Sales leaders; Lead annual/quarterly partner planning; Own rules of engagement, deal registration, and attribution; Define partner lead and deal workflows; Execute partner deals with Deal Desk/Finance/Legal; Manage cloud marketplace operations; Define partner KPIs and data quality; Measure partner marketing and MDF; Build operational playbooks and enablement; Own partner data architecture and AI automation roadmap; Build a lean team of AI-native operators.
Seniority
Director, hands-on IC with team leadership
