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Director, Product Partnerships

2 months ago

San Francisco, United States Postman Full time
Who Are We?

Postman is the world's leading API platform, used by more than 30 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.

We recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

With 30M+ users, 500K+ companies, and 98% of the Fortune 500, Postman is the world's foremost API management and collaboration platform. Postman is seeking a strategic and results-driven partnerships leader who is passionate about APIs, partnerships, ecosystems, collaboration, and developer success.

Reporting to the Head of Partnerships and Ecosystem, you will be responsible for defining our partner strategy, seeding > scaling partner engagements, and driving joint success across customers, partners, and Postman. With a focus on API collaboration, cloud, and AI, you will work cross-functionally with product, engineering, analytics, marketing, field, legal, PR, and operations teams to launch partnerships, improve user experiences, scale partner success, and develop ways to streamline go-to-market activities with the world's leading tools and companies, ranging from the largest of enterprises to the scrappiest of startups.

You are eager to get your hands dirty, doing individual contributor work to drive execution excellence across teams, yet you can naturally up-level your strategic thinking. Your success will be measured by business impact, including partner adoption, active usage, satisfaction, GTM, operations, and revenue metrics.

Responsibilities
  • Research, gather, and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy, priorities, market requirements, use cases, and roadmap
  • Partner cross-functionally (i.e., product, engineering, analytics, GTM, legal, PR, ecosystem, operations, etc) across Postman and partners teams to execute on partner plans, requirements, key launches, GTM, campaigns, growth, and customer success
  • Drive product and user growth and engagement via partnerships with leading SaaS tools and services (i.e., Microsoft, GitHub, AWS, Atlassian, Slack, Google, AI, security, developer tooling, etc)
  • Define key metrics and performance indicators to measure customer, partner, and Postman success
  • Establish partnership frameworks, programs, infrastructure, process, culture, and rituals to scale our partner motions
  • Build close ties and meaningful relationships with key partners and senior executives
  • Foster a vibrant partner community and implement feedback mechanisms to continuously improve partner satisfaction and scale success
  • Aggregate feedback, explore new strategic opportunities, and inform our product roadmap
  • Clearly and concisely communicate our strategy, internally and externally
Requirements
  • 8+ years of relevant work experience with product, partnership, or technical experience in software, collaboration, or platform-focused companies like Microsoft, GitHub, Slack, Atlassian, HubSpot, Monday, etc
  • Aptitude, drive, cultural fit and passion for developers, collaboration, platforms, and partnerships
  • You're not afraid to get your hands dirty doing individual contributor work while also thinking and working at a higher level to define strategy and driving it's execution across teams
  • Proven track record of successfully launching and scaling partnerships and partner programs that delivered meaningful business results
  • Excellent communication and influence skills, especially across product, engineering, and GTM to drive change at multiple levels and across companies
  • Ideal combination of technical, product, and business expertise, including deep understanding of developer tools and workflows, collaboration, and ecosystem dynamics
  • Experience with customer discovery, market analysis, and competitive research
  • Ability to drive and negotiate complex partnership deals and commercial agreements
  • Fantastic organizational and analytical skills that have been used for requirements gathering, resource organization, schedule development, and data-driven decision making
  • Comfort with change and ambiguity, with an adept ability to ruthlessly prioritize, move fast, and test-and-iterate quickly
  • Comfort with 4+ hours of overlap with Bangalore, India (willingness to take early or late PST calls)
  • Experience in product management, engineering, and / or AI is a plus
About Postman
  • We are seeking self-motivated team members who thrive on challenges, are passionate about driving impactful metrics, and want to contribute to one of the most beloved developer products in the world.


Our Values:

At Postman, we create with the same curiosity that we see in our users. We value transparency & 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.
What Else?

This role is based in the greater San Francisco Bay area, and we offer a base salary range of $230,000 to $325,000. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Salaries will vary outside of the listed metropolitan areas & the U.S.

Equal Opportunity

Postman is an Equal Employment Opportunity and Affirmative 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. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.