Regional Channel Sales Leader, North America

Ovii's Interpretation of the Role

Lead the Americas channel sales organization for Postman's enterprise API platform, shaping strategy, building partner ecosystems, and driving revenue across North America, LATAM, and Federal/SLED markets.

Role Snapshot

• Own Americas channel sales strategy and results
• Build and scale a regional channel team
• Define partner ecosystem across SIs, distributors, and alliances
• Drive pipeline, revenue, and forecasting for the region
• Execute GTM motions with AWS and partner networks
• Engage senior executives at partners and customers

Must-Have Requirements

• Enterprise SaaS sales
• Channel partner management
• AWS public sector & commercial relationships
• Channel partner leadership

Nice-to-Have Signals

• LATAM market experience
• Federal/SLED sector experience
• LATAM
• Federal/SLED

Work Setup

• Location: New York, United States
• Work mode: ONSITE
• Travel: Travel to partner and industry events
• Employment type: Full-Time

Eligibility Gates

• Visa sponsorship: unknown

Not Specified in JD

• Visa sponsorship
• Remote eligibility

What You'll Likely Work On

• Own the overall Americas channel sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED.
• Build, lead, and scale a 4‑5 IC regional channel team, hiring and developing talent across diverse geographies.
• Define and execute the partner ecosystem strategy with system integrators, resellers, distributors, and technology alliances.
• Own partner‑sourced and partner‑influenced pipeline and revenue, aligning partner‑led motions with direct sales.
• Establish repeatable partner‑led GTM motions and drive AWS public sector & commercial co‑sell at scale.
• Partner closely with Sales, Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal teams.
• Provide executive oversight on complex multi‑stakeholder enterprise deals and serve as escalation point for strategic issues.
• Forecast channel performance, improve operational rigor, and report pipeline health to senior leadership.

Good Fit If You Have

• Proven track record of building and scaling channel sales teams of 5+ ICs.
• Deep, senior‑level relationships with AWS public sector and commercial leadership.
• Experience launching GTM motions across North America, LATAM, and Federal/SLED markets.
• Comfort with ambiguity and ability to create durable operating models.
• Strong executive communication and stakeholder management skills.