Channel Sales Manager
Postman
full-time
Posted on:
Location Type: Remote
Location: Australia
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Tech Stack
About the role
- 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 qualification to close, in close alignment with direct sales teams
- Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
- Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
- Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
- Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
- Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
- Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
- Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
- Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
- Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
- Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value
Requirements
- 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
- Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
- Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
- Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
- Familiarity with developer platforms, APIs, or highly technical products strongly preferred
- Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
- Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
- Data-driven approach to pipeline management, forecasting, and partner performance tracking
- Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
- Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners
Benefits
- full medical coverage
- flexible PTO
- wellness reimbursement
- monthly lunch stipend
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel salespartner managementalliancespartner-focused GTMpartner-led sales motionsco-sellingjoint account planningopportunity orchestrationpipeline managementforecasting
Soft Skills
relationship buildingcollaborationcommunicationorganizational skillscustomer-centric mindsetlisteningproblem-solvinginfluencingcoachingdata-driven approach