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ManagerFull-timeRustAWSAPI
Salary Range
$69,360 - $93,840 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
We are looking for a Channel Sales Manager to join Postman, the world’s leading API platform. This role will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions.
Key Responsibilities
- →Own and develop a defined territory by recruiting, enrolling, and activating strategic 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
- →Drive partner-led opportunities through the full lifecycle, from joint prospecting to close
- →Develop and execute joint territory and account plans with partners
- →Enable partners through onboarding, training, and ongoing coaching
- →Educate partners and customers on the value of Postman Enterprise
- →Navigate and influence key decision makers within customer organizations
- →Act as a trusted advisor and strong listener
- →Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
- →Communicate, organize, and appropriately escalate partner and customer issues
- →Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership
- →Provide recommendations based on customer business objectives, usage patterns, and partner capabilities
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
- ✓Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration
- ✓Experience supporting complex enterprise deals by enabling and influencing partners
- ✓Familiarity with developer platforms, APIs, or highly technical products strongly preferred
- ✓Ability to build trusted relationships with partner sellers, practice leaders, and executives
- ✓Strong communication and collaboration skills, with the ability to influence without direct authority
- ✓Comfortable managing multiple partners and opportunities simultaneously
- ✓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
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