At a Glance
- Tasks: Drive enterprise sales by building strategic partnerships and enabling partners to succeed.
- Company: Join Postman, the leading API platform trusted by millions of developers worldwide.
- Benefits: Enjoy flexible working, comprehensive medical coverage, wellness programs, and team-building events.
- Other info: Embrace a hybrid work model and contribute to an inclusive company culture.
- Why this job: Be part of a dynamic team that shapes the future of API development and collaboration.
- Qualifications: 8+ years in channel sales or partner management, with a focus on enterprise SaaS.
The predicted salary is between 36000 - 60000 £ per year.
Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.
The Opportunity
As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in a complex, multi-stakeholder environment.
What You’ll Do
- 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.
About You
- 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.
Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.
What Else?
In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.
At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3-days a week. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.
Our Values
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.
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.
Channel Sales Manager, UK New Remote, UK employer: Postman
Postman is an exceptional employer that fosters a collaborative and inclusive work culture, offering employees the chance to thrive in a dynamic environment while working remotely from the UK. With a strong focus on employee well-being, Postman provides comprehensive benefits including flexible PTO, wellness reimbursement, and a monthly lunch stipend, alongside ample opportunities for professional growth through strategic partner engagement. Join a team that values transparency, creativity, and the development of meaningful relationships, all while contributing to the leading API platform used by millions worldwide.
StudySmarter Expert Advice🤫
We think this is how you could land Channel Sales Manager, UK New Remote, UK
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Channel Sales Manager, UK New Remote, UK at Postman, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Postman. Tailor your message to explain why you’re drawn to them and how you can contribute as a Channel Sales Manager, UK New Remote, UK. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Channel Sales Manager, UK New Remote, UK
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Postman:When writing your cover letter, make sure to tailor your message specifically for Postman. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Postman
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Postman that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Postman that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Postman’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
