Regional Channel Sales Leader, North America

What You’ll Do Regional & Executive Leadership: Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED. Build, lead, and scale the Americas channel team hiring, developing, and retaining 4-5 regional channel ICs plus evolving Americas-wide scope. Establish clear priorities, coverage models, KPIs, and operating rhythms aligned to global Postman objectives. Act as the senior leader and voice for Americas Channel within Postman. Partner Ecosystem Strategy: Define and execute the Americas partner strategy across SIs, resellers, distributors, and technology alliances. Build a scalable, services-capable partner ecosystem (WWT, SHI, CDW, Insight, SoftwareONE, Carahsoft, plus FSIs BAH, Deloitte Federal, Accenture Federal Services, Leidos, SAIC, CGI Federal, GDIT, CACI plus LATAM partners including Caylent, Mission Cloud, and regional SIs). Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise. Revenue & Pipeline Ownership: Own partner-sourced and partner-influenced pipeline and revenue across Americas. Drive alignment between partner-led motions and direct sales in collaboration with regional Sales leadership. Provide executive oversight on complex multi-stakeholder enterprise deals. Go-To-Market Execution: Establish repeatable partner-led GTM motions that scale across NAMER, LATAM, and Federal/SLED. Drive AWS Worldwide Public Sector + Commercial co-sell at scale; oversee AWS Marketplace / CPPO / Marketplace for Government execution. Ensure consistent partner onboarding, enablement, and field execution across the region. Cross-Functional Collaboration: Partner closely with Sales leadership, Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal. Serve as executive escalation point for strategic partner and customer issues (commercial, legal, security, delivery). Influence global strategy by sharing Americas insights, customer feedback, and partner learnings. Forecasting, Operations & Governance: Own Americas channel forecasting, pipeline health, and performance reporting. Inspect and improve operational rigor, partner performance, and deal quality. Executive & Market Engagement: Build trusted executive relationships with senior partner leadership (Carahsoft, WWT, SHI, BAH, etc.) and AWS Americas leadership. Engage with senior customer stakeholders to expand executive sponsorship and long-term Postman adoption. Represent Postman externally at AWS re:Invent, AWS Summits, Carahsoft events, partner CxO summits, and industry events. About You 10+ years of progressive experience in enterprise SaaS sales, partnerships, or GTM leadership with senior multi-region or multi-country responsibility, and a consistent track record of delivering against pipeline and revenue targets. Proven people leader who has hired, coached, and scaled channel sales teams of 5+ ICs across diverse geographies (e.g., NAMER East, West, LATAM, and Federal/SLED). Knows how to develop leaders, not just close deals. Deep AWS relationships at the leadership level across both Worldwide Public Sector and Commercial; has built joint go‑to‑market motions at scale and executed AWS Marketplace/CPPO private offers across regions. (Postman recently received preliminary AWS AI Competency approval.) Executive-level partner ecosystem relationships across WWT, SHI, CDW, Insight, SoftwareONE, Carahsoft, and Federal Systems Integrators (BAH, Deloitte Federal, Accenture Federal Services, Leidos, SAIC, CGI Federal, GDIT, CACI); has run joint pursuit motions and partner QBRs at the SVP/GM level. Builder/operator mindset with a track record of standing up scaled GTM motions and operating models from the ground up across complex, multi-country territories; LATAM and Federal/SLED experience strongly preferred. Comfortable with ambiguity and builds durable systems. Benefits 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. Along with that, 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 value in‑person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. The benefits of our in 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 Affidavit 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. Postman does not accept unsolicited headhunter and agency resumes. #J-18808-Ljbffr Postman