Director/Head, Channel Sales EMEA

Who Are We?

Postman is the world’s leading collaboration platform for API development. The Postman API Platform’s features simplify each step of the API lifecycle so that individuals and enterprises can create better APIs—faster. More than 35 million developers and 500,000 organizations worldwide use Postman today. Together, we are building the API-first world.

Our customers are doing more and more astounding things with the Postman product every day, and as a result, we are growing rapidly.  We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

This is an exciting opportunity to join a completely new function within Postman and accelerate our phenomenal growth by expanding our channels and alliances globally. This position can sit remotely in the EMEA territory.  

What You’ll Do: 

• Set and communicate the vision, goals, and KPIs for the Channel and Alliances you manage
• Design, Build and scale the relationship and GTM activities with your partners
• Be an innovator in helping our team discover new ways to position our products and drive new, upsell, and expansion business initiatives. Promote partners’ capabilities to our field teams, in driving new, upsell, and expansion business initiatives
• Help develop and execute an effective sales strategy designed to deliver on key business metrics.
• Build a comprehensive strategy and annual plan to align channel strategy with direct selling motion
• Communicate regularly and effectively with Sales Operations, Marketing, Sales Leadership peers, and cross-functional leaders to support company initiatives
• Collaborate to design compensation plans
• Lead technical and business negotiations by partnering with our legal teams to structure, negotiate, and execute unique agreements with technology and services partners
• Continuously work to educate and promote growth for direct reports. 
• Build pipe and accelerate deals through partner sourced and partner influenced opportunities
• Produce repeatable Partner Solutions (horizontal & vertical solutions) and GTM strategy to improve the strategic importance of Postman within enterprises

About You: 

• 10+ years of experience in Partnerships/business development/partner management/Alliances
• Strong leadership and interpersonal skills; thrives in dynamic, unstructured, and fast-paced environments 
• Ability to think strategically and operate tacitally with an entrepreneurial spirit 
• Deep Experience working closely with Cloud Providers (Microsoft, Amazon, Google), building co-sell motions and scaling GTM programs with them
• Experience working with Resellers, GSIs, RSIs and boutique SIs.
• Exceptional presentation and prioritization skills, comfortable juggling multiple priorities 
• Undergraduate degree (technical major and/or MBA a plus)
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products with a high preference of previous experience within the API market.
• Experience presenting to senior managers and the C-suite
• Experience designing, building, running and scaling partner programs
• Multi Lingual - English/German/French Big plus

Our Values.

At Postman, we create with the same curiosity that we see in our users. We value transparency & honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

#LI-remote

What Else?

Postman has an informal and fun working team environment. We believe in a hybrid workplace, and although this role is remote, there will be opportunities for you to meet and collaborate with teammates from around the globe. We offer a competitive salary and equity package, comprehensive medical, dental, and vision insurance, and cool perks. Our employees enjoy unlimited PTO because we believe everyone should take the time off needed to refresh, relax, and reflect. Our wellness program offers fitness-related reimbursements, a meal stipend, home office set-up reimbursement, internet reimbursement, book reimbursements for professional development, and a training platform for continued learning and education for personal growth. Also, our donation-matching program can support causes you care about. We’re creating a long-term company, and we want you to be part of it. Join us and become a Postmanaut!

 Equal Opportunity.

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.