Principal Product Marketing Manager, Channels & Alliances

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.</p> <p>The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.</p> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><h2><strong>About The Team</strong></h2> <p>We're looking for self-motivated team members who crave a challenge, are obsessed with moving/monitoring metrics that go up and to the right, and want to work on one of the most loved developer products in the world.</p> <p>As our Principal Product Marketing Manager for Channels Alliances, you'll play a foundational role in establishing and scaling Postman’s channel strategy across key ecosystem players like AWS, system integrators, consulting firms, resellers, and technology partners. You'll own how we position and tell the Postman story through these partners, translating complex technical capabilities into compelling joint value propositions and scalable channel programs. This role requires a strategic hands-on PMM who can influence cross-functional teams, bring structure to ambiguity, and build durable partner-led GTM motions from the ground up. </p> <h2><strong>What You’ll Do</strong></h2> <ul> <li>Develop and execute channel marketing strategies that drive measurable pipeline, revenue, and product adoption through AWS, SIs, and strategic partners</li> <li>Create positioning, messaging, and value propositions tailored to channel partners and their customers</li> <li>Build scalable enablement programs and materials to empower partner sales teams to effectively position and sell Postman</li> <li>Design and implement co-marketing programs with key partners, including campaigns, webinars, and events</li> <li>Lead cross-functional alignment across Channels, Product, and Sales to shape partner GTM motions, integration priorities, and co-selling strategy</li> <li>Define success metrics and report on pipeline, revenue influence, and adoption driven by channel programs, using insights to continuously optimize performance</li> <li>Work closely with our CI lead to build out competitive intelligence efforts specific to partner ecosystems, identifying opportunities to differentiate Postman</li> <li>Serve as the senior product marketing owner for strategic channel partnerships, representing partner needs and market insights in product and GTM decisions</li> </ul> <h2><strong>About You</strong></h2> <ul> <li>8+ years of product marketing experience, with significant focus on channel or partner marketing in B2B software</li> <li>Proven track record of building successful channel GTM programs from scratch</li> <li>Hands-on experience working with AWS and/or global system integrators, resellers, including co-sell motions, partner programs, and joint GTM execution</li> <li>Strong business acumen with the ability to understand and articulate technical concepts to various audiences</li> <li>Excellent project management skills with experience coordinating cross-functional initiatives</li> <li>Demonstrated success in building sales and partner enablement content that drives results</li> <li>Excellent communication and presentation skills with the ability to influence without authority</li> <li>Strategic mindset balanced with practical execution ca ... (truncated, view full listing at source)