Channel Sales Manager

🕒 January 31

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🤑 Sales

🇬🇧 UK Skilled Worker Visa Sponsor

This company has sponsored UK Skilled Worker visas in the past.

Apply Now

Find Similar Remote Jobs

Receive Emails For Remote Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

Postman

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🔌 API

☁️ SaaS

🏢 Enterprise

API • SaaS • Enterprise

Postman is a collaborative API development platform widely used by developers around the world. It provides a comprehensive suite of tools to prototype, document, test, and demonstrate APIs, enhancing team collaboration throughout the API lifecycle. Postman allows developers to interact with APIs quickly and facilitates seamless team collaborations through features like workspaces and collections. It also offers integration with numerous tools and is trusted by a vast array of companies, including those in the Fortune 500. Postman aims to make API development faster and more reliable by reducing errors and speeding up the initial API call process. Additionally, it leverages AI to assist in writing test scripts and analyzing API responses. Postman is dedicated to improving developer productivity and API quality, making it an indispensable tool in the API management and development space.

📋 Description

• 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

🎯 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.

🏖️ Benefits

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