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Director, Global Channels & Alliances

postman · 30+ days ago
Remote, United States
Negotiable
Full-time
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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 30 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.

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 and sense of humor 
  • 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

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.

What Else?

This is a remote role and the reasonably estimated compensation for this role ranges from $290,000 to $340,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Salaries will vary outside of the listed metropolitan areas & the U.S.

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 website 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.

Last updated on Mar 7, 2024

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