sales
Posted 1 weeks agoRegional Channel Sales Manager, Enterprise West
at Postman
San Francisco, United StatesOn-site
Responsibilities
- 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
- 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
- Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
- Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
Requirements
- 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