Manager, Solutions Engineering

Postman•San Francisco, CA

5h•Hybrid

About The Position

With so many organizations using Postman, we are looking for exceptional Solutions Engineers to join our team and to help us to efficiently support and grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives and breathes APIs, is comfortable with JavaScript, has experience in enterprise sales! In addition to working with a product that customers already know and love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, and Engineering teams.

Requirements

Team leadership experience
5+ years of enterprise sales/solutions engineering experience
Ability to travel up to 40%
Loves teamwork and collaboration in a fast-paced environment
Customer facing experience and comfortable engaging all levels of technologists including individual developers, QA, product, and engineering leaders
Experience engaging senior management and executive audiences to convey Postman's value proposition
Strong understanding of APIs, DevOps, and modern development methodologies
Experience executing enterprise sales strategies and sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
Excellent listener that seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
Great communication skills (presentation, verbal and written)
Ability to manage a team remotely

Responsibilities

Scale, manage, and mentor a team of Solutions Engineers by fostering a culture of excellence
Work closely with the Sales Leadership to build strategic adoption plans for customers in large accounts
Coach the team to lead discovery, qualification, demo, and POV calls with prospective customers looking to shift to an API-first development culture
Guide the team on how to educate customers on the value of Postman Enterprise and to navigate key decision makers in order to grow Postman Enterprise awareness within organizations
Participate in Sales forecast calls and pipeline review calls
Act as a technical intermediary between sales, product, and customer success to best fit our customers needs
Remain up-to-date with the competitive landscape, current trends, and challenges in the API market
Understand deeply our customers workflows today and how they can adopt API-first development best practices