Head of Global Channels and Alliances

Postman is the world’s leading API platform, used by more than 25 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has an office in Bangalore, where it was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on Twitter via @getpostman.

P.S: 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 build a completely new function that will expand the Postman footprint to system integrators, resellers, technology partners, etc. Postman is looking for a Head of Global Channels and Alliances to build a new program of partner companies. 

• Set and communicate the vision, goals, and KPIs for Postman’s Global Channel and Alliance program 
• Scale and lead the teams by fostering a culture of sales and delivery excellence 
• Work with partner companies to define mutually beneficial goals that drive successful outcomes for our joint customers
• 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

• 10+ years of Partner/Alliance experience with 5+ years of leading a global team/strategy
• Second line+ leadership experience
• Global experience working with and leading team members in the Americas, EMEA, APAC regions
• Experience working closely with Cloud Providers (Microsoft, Amazon, Google), Resellers(SHI, Insight, Zones, etc.), GSIs, RSIs and boutique SIs
• Strong presentation skills
• 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
• Excellent communication skills both with customers and within an organization
• Strong track record of navigating within large enterprise and mid-market organizations
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• You are a Recruiter! Postman hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

This is a remote role & the reasonably estimated compensation for this role ranges from $400,000-$ 500,000 OTE, 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.

At Postman, we create with the same curiosity that we see in our users. We value transparency and 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. And we want you to be part of it all.

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.

Postman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance.