战略客户总监 – 公共事业/政府
Strategic Account Director – PSU/Government
准备解锁智能吗？
如果你认为自己不完全符合以下所有条件，但仍对这份工作感兴趣，请申请。没有人能完全满足所有要求——我们寻找的是在某些领域特别强的候选人，并且在其他领域有相关兴趣和能力。
职位简介：
Kong 是一家人工智能连接公司。我们构建了基础设施，使企业能够大规模管理 API 和 AI 流量——而这种基础设施正成为印度政府和公共部门现代化系统的关键。
我们正在招聘一名客户经理，负责印度公共部门（PSU）和政府客户的特定区域。你将参与完整的政府采购流程——招标、GeM 列表、系统集成商关系、入围——将 Kong 的平台引入主要的公共部门现代化项目。
该职位位于德里，向国家经理汇报。
你将负责：
- 以政府方式主导销售流程。从第一次交谈开始，推动交易通过 RFP 响应、技术及财务投标提交和合同授予。跟踪 PQ（预资格）标准、EMD 要求和 L1 投标动态。确保你的销售管道准确反映招标流程中实际记录的内容——而不是预测中看起来不错的内容。
- 拓展生态系统，而不仅仅是客户。政府和 PSU 交易很少直接完成。与负责技术投标的系统集成商（SIs）和原始设备制造商（OEM）建立真正的关系，并确保 Kong 在招标发布前就已获得入围资格。
- 协调多个利益相关者。PSU 的 IT 秘书、首席技术官（CTO）和首席信息官（CIO）、联络官员、采购和财务委员会——每个人都有不同的优先事项，对“完成”的定义也不同。准确地绘制出这些关系，并围绕它们进行规划。
- 为你的负责区域制定客户计划。识别哪些部门和 PSU 正在积极进行现代化，他们的预算周期在哪里，以及一个现实的成交路径是什么。然后执行该计划。
- 熟悉平台和行业环境。深入了解 Kong 的 API 和 AI 治理平台，以便在技术投标中为其辩护，并了解竞争对手已经在哪些地方入围。
- 达成你的目标。持续达成配额。政府流程较长——季度间的稳定性比单笔交易更重要。
- 尽早引入 Kong 的其他团队。在合规和认证要求之前，让销售工程、法律和渠道团队参与进来。
查看英文原文
Are you ready to unlock intelligence?
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:
Kong is the AI Connectivity Company. We build the infrastructure that lets enterprises govern APIs and AI traffic at scale — and that infrastructure is becoming critical to how India's government and public sector modernize their systems.
We're hiring an Account Executive to own a defined patch of PSU (Public Sector Undertaking) and Government accounts across India. You'll work the full government buying cycle — tenders, GeM listings, System Integrator relationships, empanelment — to bring Kong's platform into major public-sector modernization programs.
This role is based in Delhi and reports to a Country Manager.
What You'll Do:
- Own the sales cycle, government-style. Lead deals from first conversation through RFP response, technical and financial bid submission, and contract award. Track PQ (pre-qualification) criteria, EMD requirements, and L1 bidding dynamics. Keep your pipeline accurate to what's actually documented in the tender process — not what looks good in a forecast.
- Work the ecosystem, not just the account. Government and PSU deals rarely close direct. Build real relationships with the System Integrators (SIs) and OEM partners who carry the technical bid, and make sure Kong is positioned — and empanelled — before the tender drops.
- Navigate multiple stakeholders. IT Secretaries, CTOs and CIOs at PSUs, nodal officers, procurement and finance committees — each has different priorities and a different definition of "done." Map them accurately and plan around all of them.
- Build account plans for your patch. Identify which departments and PSUs are actively modernizing, where their budget cycles sit, and what a realistic path to close looks like. Then execute against it.
- Get fluent in the platform and the landscape. Know Kong's API and AI governance platform well enough to defend it in a technical bid, and know where competitors are already empanelled.
- Meet your number. Consistently hit quota. Government cycles are long — consistency across quarters matters more than any single deal.
- Bring in the rest of Kong early. Loop in sales engineering, legal, and the channel team before compliance and certification requirements (STQC, data residency, MeitY empanelment) become a bottleneck late in the deal.
- Travel. Expect real time in government offices and PSU sites across India. This is a relationship business, and relationships in this sector are built in person.
What You'll Bring:
- 8-12 years in B2B SaaS or enterprise technology sales, with direct experience selling into Indian government departments or PSUs. This isn't optional — the public-sector buying process is different enough that generalist enterprise experience alone won't carry you.
- A track record of consistently hitting quota (typically in the ₹2–5 Cr / $300K–$750K range) sold through longer, multi-stakeholder government cycles.
- Working knowledge of India's government tendering lifecycle — GeM, RFP/RFI processes, technical and financial bids, PQ criteria, EMD — and how empanelment with bodies like MeitY or NIC actually works in practice.
- Established relationships with System Integrators and OEM partners active in India's public-sector technology space.
- Process discipline and patience. Government deals move on their own timeline. You bring structure to that timeline — you don't try to force it.
- Executive presence with senior government officials and PSU leadership, along with the judgment to know when to push and when to wait.
- Ownership with collaboration. You run your patch, but you know when to pull in your manager, sales engineering, or a partner. In the public sector, this isn't a solo sport.
#LI-SP1
About Kong:
Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Trusted by the Fortune 500® and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. For more information, visit www.konghq.com http://www.konghq.com.