Sales Manager · Bengaluru

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