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Deal Strategy Manager, Kong, Remote, USA

Deal Strategy Manager, Kong, Remote, USA
Posted on: Dec.11.2023

Deal Strategy Manager, Kong, Remote, USA

Are you ready to power the World's connections?

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.

About the role:

You will be part of the Global Deal Desk Organization and involved in quote to booking work streams. This means you’ll have the opportunity to help create the groundwork for the future success of the team by building processes and instituting standards.

Deal Desk works closely with partners in Sales, Finance, Legal, Customer Success and Revenue Operations to close deals that are value accretive to the company. The Deal Desk Manager will be obsessed with process improvement in order to help Kong continue to grow, scale, and succeed. They should be prepared to document best practices and seek out opportunities to improve processes that help drive automation and increase field productivity.

The Deal Desk will have a team player mentality and serves as the primary point of contact to Sales for all deal related questions - big and small. They will be asked to manage day-to-day inquiries from Sales related to Salesforce, quote building, deal structuring, approval process, discount management, etc.  Responsibilities include proactive deal strategy, structure and support to customer negotiations, in addition to responding to inquiries. The ideal candidate should be self-motivated, be able to work effectively under pressure and be dependable with deliverables and deadlines amidst a fast-paced startup environment.
You will be involved in the implementation and ongoing management of Kong’s CPQ system.  From ongoing system design, testing, implementation, field roll out and ongoing maintenance of the quoting system. You will be involved in the maintenance of the current price books and SKUs, as well as the introduction of new SKU’s and products. You will play an integral part in the formulation of the licensing metrics and then communication of those metrics to the field through enablement sessions along with technical teams on a periodic basis.

You should have a strong understanding of opportunity structure and maintenance of those opportunities as they flow through the later stages within Salesforce.  The position is also responsible for ensuring the proper Non-GAAP booking metrics captured in Salesforce during the quoting process and accuracy of booking information post-deal closing.  Opportunity management is a key responsibility of the role and helping to design those structures cross-functionally to ensure usability of all stakeholders is of the utmost importance.

In time you will also need to be able to have knowledge of various discounting structures for foreign markets. You will be able to identify key revenue red-flags from a bookings and revenue recognition perspective.

Renewal structures should be well understood and mapped out from the timing and proactive communication with the field is key.  You will also be responsible for quarter-end analysis of pricing related to but not limited to - field trends, margin analysis, competitive threats, industry benchmarking and the ability to communicate those to the management team.

Why should you want to work at Kong?  

Market Opportunity - We are on a quest to build a $10b+ software company over the next few years and need YOUR help!
Why APIs Matter? APIs have been enabling innovation for decades!
Strong VC team, Series D, strong year over year revenue growth!

Technical Leadership - We are recognized as the leader in innovation in the connectivity space.
Marco, our CTO/co-founder - “We are the Cisco of L4 and L7” - CUBE Conversation, March 2021
We are the leading innovator in the connectivity space!

Amazing Team & Culture - Come be a "Konger" and find out what we mean.
Great Place to Work Certified in 2020 & 2021
Kong employees exemplify our culture at our 2022 Sales Kickoff
2022 Forbes Cloud 100 Honoree

Building Great Products - Learn why the world's largest companies love our tech!
Kong Named a Leader in the 2021 Gartner Magic Quadrant
Over 250m+ downloads of our open source API gateway!  Over 40k+ stars on Github between Kong API and Kong Insomnia!

What is a Konger? 

We are a group of makers, thinkers, and doers focused on helping today’s developers build tomorrow’s technology. Our teams work on the bleeding edge of API innovation to provide our users with a central nervous system for data and services. 

We put design at the heart of everything we do, and we’re relentlessly focused on creating beautiful experiences for our customers. That’s why technology companies, major banks, e-commerce innovators, and government agencies put Kong in front of their most important web applications. 

We believe in the power of Open Source and everything it stands for. That’s why developers around the world enthusiastically contribute on top of our open-source platform. 

We are passionate about solving challenges that will fundamentally shape the future of technology, and we’re looking for the right people to join us on our mission. If you believe in taking ownership of your work, making an impact, and having fun along the way, we would love to talk to you.

Kong Core Values: 

Be Inclusive. We work together from anywhere to achieve our common goals. Our differences make us stronger. 

Be Authentic. We are genuine, principled and confident without arrogance. Show respect and kindness, especially in tough moments. 

Be Relentlessly Resourceful. We work with purpose, obsession and grit. It takes muscle to do hard things and doing hard things build muscle. 

Be Customer Obsessed. We care. Customers are everything, we put them at the center of everything you do. We are all empowered to make an impact. 

Be Curious. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way. 

Be an Owner. We are drivers not passengers and own the quality and outcomes of our work.

About Kong: 

Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely. 

83% of web traffic today is API calls!  APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another.  Therefore, we believe that APIs act as the nervous system of the cloud.  Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!  

For more information about Kong, please visit or follow @thekonginc on Twitter.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.


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