- United States
- Date Posted
- May. 30, 2021
Are you ready to join the API revolution?
Kong creates software and managed services that connect APIs and microservices natively across and within clouds, Kubernetes, data centers and more using intelligent automation. Built on an open source core, Kong’s service connectivity platform enables digital innovation by allowing organizations to reliably and securely manage the full lifecycle of APIs and services for modern architectures, including microservices, serverless and service mesh. By providing developer teams with unprecedented architectural freedom, Kong accelerates innovation cycles, increases productivity, and seamlessly bridges legacy and modern systems and applications. For more information about Kong, please visit konghq.com or follow @thekonginc on Twitter.
About the role:
Recruit, expand and deliver ARR growth through partners. At all times chartering a Value-based Channel Eco-system. The FPM will be partner agnostic and select the best partners within their respective regions to drive pipeline activities, awareness, account interlock and campaigns leading to ARR growth. The candidate must focus on building a value-based field engagement (not an “attach” business which will be deemed as a violation of the program!) and accelerated outcomes. The FPM will be accountable for channel growth within the region.
The person will take on a new world approach to partnering which addresses the challenges of the partner programs of yesteryear and ensures that field and selected partners are suited to deliver exceptional outcomes.
What you’ll be doing:
Drive ARR Growth with Partners through a Value-Based Partner Eco-system
The FPM will be a “growth tornado” within the region, driving a frenzy of pipeline growth, value-based interactions, smart campaigns and a leading force with Kong’s Super Tuesday events, all through the Channel Eco-system. This will be a new world of partnering - modern, digital and intelligence-based. The FPM will not have any conflicts of interest (locked to specific partners), but will bring the best of the partner eco-system to the field, through intelligently driven value-based offerings.
Build & ShowCase Local Partner-Market-Place
Ensure there is a healthy portfolio of partners within the respective region, allowing the field to select partners who support their respective use cases and delivery options. The FPM will promote a digitised partner and account interaction model, always promoting partner engagement to deliver ARR growth and decision speed. The sales teams select the partners they wish to work with. The FPM builds the market-place, showcases the best and drives events/campaigns where “teaming” becomes the most obvious outcome. Market Maker.
Partner Life-cycle Management
The FPM will recommend, approve and recruit new partners, handing over the respective new partners to the concierge team to onboard, enable and manage operationally. Both the concierge and the FPM will collaborate to promote the partner within the “Partner-Market-Place”. 360 partner management shall be the responsibility of the concierge team. The FPM will be responsible for selecting and working with the respective partners in relation to their regions, driving value-based interlock and ARR growth.
FPMs are fully responsible for all pipeline generation with partners, will also be responsible for building and interlocking partners into Super Tuesday cadence (a prerequisite for partners who intend on applying for “Obsession” status. FPM’s will drive a continuous pipeline cadence with partners and will share best practice across the channel team. Key deliverables include increased pipeline, partner interlock and sourced opportunities. FPM will spend a great deal of time on weekly pipeline management vs transactions but will support the field on ensuring predictable transactions/forecasting.
Intelligence-based Account interlock
The FPM will be an ambassador for the strategic plan by making the channel eco-system digital and modern. Taking a new approach to the management of partners, which is data-driven, intelligence-based and promoted on the Kong “Partner-Market-Place.” The FPM leader will be an integral part of the Channel management team and will suggest/recommend and take on projects to further the Channel Strategy and deliverables. Account interlock will be value-based and not a favouritism model - any deviation from a value-based model will be considered as a breach of mandate and the charter of the program.
Business Partner to Regional Leaders
The FPM will become the business partner to the respective field sales leaders in their respective regions and be congruent to the regional plans. The FPM will also be the interface for all digital-related partners and will work with the global digital team. The FPM will endeavour to build a model for transacting all digital transactions through partners, which will lead to partners accelerating opportunities and building a sourced model
The FPM will support the field and the partner in relation to ensuring reliable, predictable bookings of New, Expansion and Renewal revenue. The field shall be responsible for the transactions (resell, referral, influence
What you’ll bring:
- 5+ years of prior experience working with partners (either in marketing, business development or partner management)
- Marketing or direct sales or business development essential
- The individual must have experience outside of traditional partnering
- The person should be able to drive pipeline, campaigns and events in isolation of marketing or field support (ability to drive and lead campaigns)
- Experience in identifying “white-space” and working with partners to build
- Experience in selecting and recruiting partners
- Building content, campaigns and events to support partner success and growth
- Business development experience or Marketing Experience
- Develop and implement partner incentives to drive sales growth
- This person does not wait for others to generate pipeline, campaigns and outcomes such as partner-marketing initiatives including webcasts, live events, joint digital and PR campaigns, sales incentives, trainings and partner enablement sessions.
- Build strong relationships with marketing, sales, and alliance leaders in partner organization as well as internally.
Kong Core Values:
Global - We work together from anywhere to achieve our common goals. Our differences make us stronger. We seek to understand different points of view and their implications on work.
Real - We are genuine, principled and confident without an attitude. We seek to understand our own strengths and vulnerabilities. We understand the effect of external factors on ourselves and we manage our own emotions and understand the effect they have on other people.
Unstoppable - We are biased towards action and decision, we persevere and always go the extra mile. We understand how to prioritize and work with urgency and focus. We are self-motivated and exhibit a high personal drive.
Champion - We listen and speak up for customers, community, partners and each other. We have an ability to provide feedback that is specific, constructive and fact-based. We listen, are able to receive feedback without taking it personally and we look at our own performance in order to improve.
Explorer - We challenge the status quo by discovering, innovating, failing fast and learning. We are self-directing and use creativity when solving problems that may be complex and ambiguous. We are adaptable, able to navigate and solve problems, especially in times of rapid change and high-ambiguity.