Regional Channel Sales Leader, North America

Postman•San Francisco, CA

17h•Onsite

About The Position

Postman is seeking a Regional Channel Sales Leader for North America to own the overall channel sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED. This role involves building, leading, and scaling a channel team, establishing clear priorities and KPIs, and acting as the senior leader for Americas Channel within Postman. The position requires defining and executing the Americas partner strategy across various partner types, ensuring partners are enabled and accountable for selling and delivering Postman Enterprise. The leader will own partner-sourced and partner-influenced pipeline and revenue, drive alignment between partner-led motions and direct sales, and provide executive oversight on complex deals. Additionally, the role involves establishing repeatable partner-led Go-To-Market motions, driving AWS co-sell at scale, overseeing AWS Marketplace execution, and ensuring consistent partner onboarding and enablement. Cross-functional collaboration with Sales, Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal is crucial, as is serving as an executive escalation point. The role also includes owning Americas channel forecasting, pipeline health, and performance reporting, as well as building trusted executive relationships with partner and AWS leadership, and engaging with senior customer stakeholders. External representation at industry events is also expected.

Requirements

10+ years of progressive experience in enterprise SaaS sales, partnerships, or GTM leadership with senior multi-region or multi-country responsibility, and a consistent track record of delivering against pipeline and revenue targets.
Proven people leader who has hired, coached, and scaled channel sales teams of 5+ ICs across diverse geographies (e.g., NAMER East, West, LATAM, and Federal/SLED).
Knows how to develop leaders, not just close deals.
Deep AWS relationships at the leadership level across both Worldwide Public Sector and Commercial; has built joint go-to-market motions at scale and executed AWS Marketplace/CPPO private offers across regions.
Executive-level partner ecosystem relationships across WWT, SHI, CDW, Insight, SoftwareONE, Carahsoft, and Federal Systems Integrators (BAH, Deloitte Federal, Accenture Federal Services, Leidos, SAIC, CGI Federal, GDIT, CACI); has run joint pursuit motions and partner QBRs at the SVP/GM level.
Builder/operator mindset with a track record of standing up scaled GTM motions and operating models from the ground up across complex, multi-country territories; LATAM and Federal/SLED experience strongly preferred.
Comfortable with ambiguity and builds durable systems.

Nice To Haves

Postman recently received preliminary AWS AI Competency approval.

Responsibilities

Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED.
Build, lead, and scale the Americas channel team hiring, developing, and retaining 4-5 regional channel ICs plus Alec Carver's evolving Americas-wide scope.
Establish clear priorities, coverage models, KPIs, and operating rhythms aligned to global Postman objectives.
Act as the senior leader and voice for Americas Channel within Postman.
Define and execute the Americas partner strategy across SIs, resellers, distributors, and technology alliances.
Build a scalable, services-capable partner ecosystem.
Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise.
Own partner-sourced and partner-influenced pipeline and revenue across Americas.
Drive alignment between partner-led motions and direct sales in collaboration with regional Sales leadership.
Provide executive oversight on complex multi-stakeholder enterprise deals.
Establish repeatable partner-led GTM motions that scale across NAMER, LATAM, and Federal/SLED.
Drive AWS Worldwide Public Sector + Commercial co-sell at scale; oversee AWS Marketplace / CPPO / Marketplace for Government execution.
Ensure consistent partner onboarding, enablement, and field execution across the region.
Partner closely with Sales leadership, Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal.
Serve as executive escalation point for strategic partner and customer issues (commercial, legal, security, delivery).
Influence global strategy by sharing Americas insights, customer feedback, and partner learnings.
Own Americas channel forecasting, pipeline health, and performance reporting.
Inspect and improve operational rigor, partner performance, and deal quality.
Build trusted executive relationships with senior partner leadership and AWS Americas leadership.
Engage with senior customer stakeholders to expand executive sponsorship and long-term Postman adoption.
Represent Postman externally at AWS re:Invent, AWS Summits, Carahsoft events, partner CxO summits, and industry events.