Director Partner Programs & Operations Manager at Kong · LumiJobs

Responsibilities

Business partner to Ecosystem leadership
Serve as the strategic and operational partner to the Ecosystem VP and Partner Sales leaders across theaters. Run an AI-assisted operating cadence — forecast and pipeline reviews, QBRs, and executive reporting — where the prep is automated and meetings go to decisions. Facilitate cross-functional alignment on people, then process, then systems, so changes are agreed before they are configured.
Partner GTM strategy & planning
Lead annual and quarterly planning for the partner organization, including targets, capacity, and coverage. Help build a business that maximizes the impact of partner investments and resources.
Rules of engagement, deal registration & attribution
Own the rules that govern how partner deals are registered, protected, sourced, and credited, including sourced vs. influenced credit, lookback windows, and the line between partner credit and partner marketing credit. Encode them into systems and agents so they apply automatically.
Partner lead & deal workflows: Define and own how partner-touched leads and deals move between ADR, PSD, and AE, including routing, SLAs, and prioritization. Cover partner event leads, prospective partners, existing partners, and deal registrations, and give PSDs one view of the leads that need their action.
Partner deal execution
Partner with Deal Desk, Finance, and Legal to make partner deals easy to structure, discount, and book across resale, referral, and cloud marketplace routes
Partner compensation & crediting
Partner with Incentive Compensation on channel-neutral crediting and referral fees, so sellers choose the best route to market.
Manage cloud marketplace operations: Own Kong’s cloud marketplace operations across AWS, Microsoft Azure, and Google Cloud, including listings, private offers, channel partner private offers (CPPOs), and co-sell registration. Lead the launch of marketplaces in new regions, and manage marketplace dynamics with Deal Desk, Finance, and the cloud alliances team, including fees, customer commit drawdown, and partner involvement on marketplace deals.

Director Partner Programs & Operations Manager

Responsibilities

Qualification

Preferred

Company

Kong

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