Regional Channel Sales Manager, Enterprise West

About the role

The Channel Sales Manager at Postman is responsible for scaling the enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. This role requires a seller who can develop and execute partner-led sales motions, build and scale a partner-sourced and partner-influenced pipeline, and enable partners to drive Postman Enterprise adoption.

Responsibilities

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners)
• 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
• 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
• Strong communication and collaboration skills, with the ability to influence without direct authority
• 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

Qualifications

• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Skills

• Proven track record of driving outcomes through enablement, joint execution, and consistent partner engagement

Benefits

• Comprehensive set of benefits including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend
• Wellness programs to support physical and mental health
• Team-building events to keep employees connected
• Donation-matching program to support causes employees care about

Pay & Schedule

The reasonably estimated OTE for this role is $300,000 to $325,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

Schedule

In-office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year.

Company Values

• Create with curiosity
• Value transparency and honest communication
• Focus on specific goals that add up to a larger vision
• Ensure everyone is valued equally
• Dedicated to delivering the best products
• Equal opportunity employer