Regional Channel Sales Manager, Enterprise East

Postman•Boston, MA

4d•Onsite

About The Position

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environments. You will own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue. You will 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. You will drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams. You will develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption. You will enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise. You will deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion. You will educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle. You will navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement. You will act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes. You will provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress. You will communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries. You will collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts. You will 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
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
You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

Responsibilities

Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology 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 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
Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
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