Director Partner Programs & Operations Manager
kongBrooklyn (NY)
Director Partner Programs & Operations Manager
Posted today
kongBrooklyn (NY)
SENIORITY
Manager
About the role
Overview:
As Director, Partner Operations you will design and govern Kong’s partner operating model to scale ecosystem-driven growth. You’ll partner with Ecosystem leadership to align processes, systems, and incentives across theaters, channels, and regions. You will automate forecasting, QBRs, and reporting, and own partner rules, crediting, and deal workflows from registration to payout. This is a hands-on, AI-powered role that shapes how partners contribute to revenue through resale, referrals, and cloud marketplace activities. You will lead a lean, AI-native team to drive scalable, data-driven partner operations. Compensation / Benefits Equity Bonus Health, dental, and vision insurance Paid holidays and PTO Professional development opportunities Remote work
Responsibilities:
Act as strategic and operational partner to Ecosystem VP and Partner Sales leaders across theaters Run AI-assisted operating cadence with automated prep and decision-focused meetings Facilitate cross-functional alignment on people, processes, and systems before configuration Lead annual and quarterly partner planning, targets, capacity, and coverage Define and encode partner rules for deal registration, sourcing, crediting, and marketing credit into systems Design and manage partner-touched lead and deal workflows across ADR, PSD, and AE with routing and SLAs Collaborate with Deal Desk, Finance, and Legal to structure and book partner deals Coordinate with Incentive Compensation on channel-neutral crediting and referrals Oversee cloud marketplace operations across AWS, Azure, and Google Cloud including CPPOs and co-sell Define partner KPIs and maintain data quality for run-the-business views Collaborate with Partner Marketing to measure MDF and event spend against deals Build and maintain the partner operations playbook and onboarding workflows Own partner data design, routing rules, and PRM/BI tooling strategy Own the AI roadmap for partner operations and measure hours saved by automation Build a lean, high-output team and collaborate with Sales, Finance, Legal, and CS to scale the ecosystem
Key requirements:
10+ years in Partner/Channel Operations, Revenue Operations, or Sales Strategy in B2B SaaS or infrastructure software 3+ years leading partner operations with ownership of deal registration, rules of engagement, and attribution 3+ years experience managing a multi-type, multi-region partner ecosystem (GSIs, SIs, resellers, distributors, ISVs, hyperscalers) Hands-on end-to-end partner deal execution (resale, referral, cloud marketplace) in coordination with Deal Desk and Finance 3+ years leading partner planning (targets, quota, capacity, coverage) and designing channel-neutral crediting with Incentive Compensation Proven advisory track record to VP-level Partner or Sales leaders with governance orientation Deep Salesforce fluency (opportunity design, sourcing fields, reporting) plus PRM/BI tools; experience with AI-enabled automation Preferred: hyperscaler co-sell and marketplace mechanics, usage-based pricing exposure, API/cloud/AI platform familiarity Experience building and scaling processes and teams Strong collaboration across cross-functional teams Excellent governance and decision-making capabilities strategic partnership stakeholder management data-driven decision making Salesforce fluency (opportunity design, reporting) PRM BI tools
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