The Channel Sales Manager, UK will drive Postman Enterprise adoption by developing and executing partner-led sales strategies through systems integrators, resellers, and technology alliances. This role focuses on scaling enterprise business by building and managing strategic partnerships across the UK territory, working closely with internal teams to ensure successful customer outcomes.
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
What We're Looking For
- 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
- 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
Nice to Have
- Familiarity with developer platforms, APIs, or highly technical products
Team & Environment
- Cross-functional collaboration with Sales, Solutions Engineering, Marketing, and Customer Success
Benefits & Compensation
- Pay-on-performance philosophy
- Flexible schedule
- Comprehensive set of benefits
- Full medical coverage
- Flexible PTO
- Wellness reimbursement
- Monthly lunch stipend
- Wellness programs to support physical and mental health
- Frequent and fascinating team-building events
- Donation-matching program
Compensation is structured on a pay-on-performance basis.
Work Mode
In-person collaboration required; roles based in London are in office 5 days a week. Location: London.
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.
