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.

• 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.

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…