Channel Sales Manager

🕒 Janeiro 31

🇬🇧 Reino Unido – Remoto (RU)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

🤑 Vendas

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Postman

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2014

🔌 API

☁️ SaaS

🏢 Corporativo

API • SaaS • Enterprise

O Postman é a principal plataforma de API do mundo. Os recursos do Postman simplificam cada etapa da construção de uma API e agilizam a colaboração para ajudar a criar APIs melhores—de forma mais rápida. Mais de 30 milhões de desenvolvedores e 500.000 organizações em todo o mundo usam o Postman atualmente. Nossos clientes estão realizando coisas cada vez mais surpreendentes com o produto Postman a cada dia, e, como resultado, estamos crescendo rapidamente. Confira nossas vagas abertas se você quiser saber mais: https://www.postman.com/careers/

Descrição

• 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

🎯 Requisitos

• 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.

🏖️ Benefícios

• full medical coverage • flexible PTO • wellness reimbursement • monthly lunch stipend