Postman
Technology
RegionalChannelSalesManager,EnterpriseEast
Neural analysis suggests this role is
optimal for Manager candidates.
“Regional Channel Sales Manager, Enterprise East at Postman. Skills: Channel sales, Partner management, Enterprise sales. Own and develop territory. Recruit strategic partners”
What You'll Achieve.
Drive partner-led demand; Accelerate enterprise adoption; Expand Postman footprint; Drive Postman Enterprise sales revenue; Build partner-sourced pipeline; Build partner-influenced pipeline; Drive repeatable enterprise adoption; Deliver early partner wins; Build toward multi-team deployments; Build toward services-led expansion; Maximize revenue; Maximize long-term value
Industry & Context.
What They're Looking For.
Must Have
8+ years channel sales experience, 8+ years partner management experience, 8+ years alliances experience, 8+ years partner-focused GTM experience, Experience with AWS, Experience with systems integrators, Experience with resellers, Experience with technology partners, Experience supporting complex enterprise deals, Ability to build trusted relationships
Nice to Have
Familiarity with developer platforms, Familiarity with APIs, Familiarity with highly technical products
What You'll Do.
Own and develop territory
Recruit strategic partners
Enroll strategic partners
Activate strategic partners
Drive Postman Enterprise sales revenue
Build partner-sourced pipeline
Build partner-influenced pipeline
Enable partners to identify opportunities
Enable partners to qualify opportunities
Enable partners to progress opportunities
Drive partner-led opportunities
Progress opportunities through lifecycle
Develop joint territory plans
Develop joint account plans
Drive repeatable enterprise adoption
Enable partners through onboarding
Enable partners through training
Enable partners through coaching
Position Postman Enterprise
Sell Postman Enterprise
Deliver Postman Enterprise
Deliver early partner wins
Build toward multi-team deployments
Build toward services-led expansion
Educate partners on value
Educate customers on value
Navigate decision makers
Influence decision makers
Expand executive awareness
Expand executive engagement
Act as trusted advisor
Identify partner needs
Identify customer needs
Ensure successful outcomes
Provide weekly reporting
Report on pipeline health
Report on partner performance
Report on territory progress
Communicate partner issues
Organize partner issues
Escalate partner issues
Communicate customer issues
Organize customer issues
Escalate customer issues
Collaborate with Solutions Engineering
Collaborate with Customer Success Managers
Collaborate with Partner Marketing
Collaborate with Leadership
Build expansion plans
Provide recommendations
Maximize long-term value
How You'll Work.
Team & Collaboration
Cross-functional teams; Direct sales teams; Internal Postman teams; Sales teams; Solutions Engineering; Customer Success Managers; Partner Marketing; Leadership
Communication Scope
Weekly reporting; Partner communication; Customer communication
Full Job Description
Who Are We? Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. About the Team The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations. The Opportunity As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment What You’ll Do Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualificati
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