Head of Global Cloud Alliances (AWS & Azure)

Postman • San Francisco, CA

1d • Hybrid

About The Position

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 & Alliances organization at Postman is responsible for scaling our enterprise business through strategic partners, including global cloud providers, systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Product, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within the world’s largest organizations.
Cloud alliances - especially AWS and Azure - are a critical pillar of Postman’s enterprise growth strategy.
The Opportunity
As Head of Global Cloud Alliances (AWS & Azure), you will own Postman’s global strategic partnerships with Amazon Web Services and Microsoft Azure. This is a highly visible, cross-functional leadership role responsible for defining and executing the joint business strategy, driving co-sell and marketplace motions, influencing product alignment, and delivering measurable revenue impact at global scale.
This role will be tightly aligned with hyperscaler co-selling resources and Postman’s regional Channel Sales organizations, ensuring global strategy translates into consistent, high-impact execution across EMEA, AMER, and APJ.

Requirements

• 10+ years of experience in cloud alliances, strategic partnerships, business development, or enterprise SaaS GTM roles
• Deep hands-on experience working with AWS and/or Azure partner, product, or sales organizations, with a strong existing network
• Proven ability to build and scale global cloud partnerships that drive measurable revenue and customer adoption
• Strong understanding of cloud ecosystems, including co-sell motions, marketplace programs, and partner competency models
• Experience with developer platforms, APIs, or highly technical products strongly preferred
• Ability to influence across Product, Engineering, Sales, and Marketing to align priorities and deliver outcomes
• Executive-level communication skills, with experience engaging senior leaders both internally and at partner organizations
• Highly strategic but execution-oriented, with comfort operating in ambiguity and fast-growing environments
• Data-driven mindset with experience tracking pipeline, revenue impact, and partner-driven success metrics
• Postman hires company builders. You are excited to build durable partnerships, create scalable systems, and help define how Postman grows with the world’s leading cloud platforms. You are always on the lookout for great talent and better ways of working as we build one of the best companies in the world.

Nice To Haves

• Experience with developer platforms, APIs, or highly technical products strongly preferred

Responsibilities

• Cloud Alliance Strategy & Ownership
• Own the global AWS and Azure alliance strategy, including joint business plans, success metrics, and executive sponsorship
• Serve as the primary executive point of contact for Postman’s relationships with AWS and Azure partner, product, and co-selling organizations
• Establish clear operating models and governance with hyperscaler alliance managers and regional Channel Sales leaders
• Revenue & Go-To-Market Execution
• Drive partner-sourced and partner-influenced pipeline and revenue through hyperscaler co-sell motions and regional channel execution
• Work closely with AWS and Azure co-selling resources to identify, qualify, and advance joint opportunities
• Partner with regional Channel Sales leaders to ensure cloud alliances are embedded into territory plans, account strategies, and pipeline reviews
• Align Postman account teams, channel partners, and hyperscaler sellers through shared account planning and deal execution
• Field & Partner Enablement
• Enable AWS and Azure field sellers, solution architects, and partner teams to position, sell, and expand Postman Enterprise
• Collaborate with regional Channel Sales teams to deliver consistent enablement, joint plays, and GTM motions across geographies
• Support lighthouse customer wins that demonstrate effective cloud + channel + co-sell execution
• Product & Technical Alignment
• Partner closely with Product and Engineering to shape joint roadmaps, integrations, and technical alignment with AWS and Azure services
• Influence prioritization around cloud-native deployments, security, scalability, and enterprise readiness
• Support the creation of reference architectures, solution briefs, and technical enablement that demonstrate Postman’s value in cloud-native environments
• Marketing & Ecosystem Presence
• Own Postman’s presence at key AWS and Azure events (e.g., re:Invent, Ignite, regional summits)
• Drive joint marketing campaigns, announcements, and content that increase awareness and pipeline creation
• Collaborate with Partner Marketing to amplify cloud-led demand generation efforts
• Cross-Functional Leadership & Operations
• Work closely with Sales, Channel Sales, Solutions Engineering, Customer Success, Finance, and Legal to operationalize alliance motions
• Track and report on pipeline, revenue impact, cloud consumption influence, and partner performance
• Continuously refine strategy based on data, partner feedback, and market dynamics

Benefits

• In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend.
• Along with that, our wellness programs will help you stay in the best of your physical and mental health.
• Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about.
• We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed