Who Are We?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. 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.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The OpportunityWith so many organizations using Postman, we are looking for an exceptional Solutions Engineer to join our team & help us support the growth of our enterprise business. You will partner with our sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users in leveraging our platform to build their APIs most effectively. Ideally, we are looking for someone who lives & breathes APIs, has experience in enterprise sales, is comfortable with JavaScript & is an expert Postman user already! In addition to working with a product that customers already know and love, our sales, customer success, product, and engineering teams will support you well in this role. What You’ll Do - Help drive enterprise sales by nurturing prospects & supporting Strategic & Enterprise customers - Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle - Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs - Understand deeply our customer workflows today & how they can adopt API-first development best practices - Share customer feedback with appropriate teams & provide general customer advocacy - Remain up-to-date with the competitive landscape, current trends, & challenges in the API market - Create proof of concept integrations, tooling, & workflows as needed to support prospective customers - Maintain & develop customer sandbox environments & best practices for working with the product - Act as a technical intermediary between sales & other teams to best fit our customer needs About You - 8+ years of enterprise sales/solutions engineering experience - 4+ years of software development experience - 4+ API’s and Data platforms experience - Bachelor's degree in Computer Science, a related field, or relevant work experience - Remote work friendly, with the ability to travel up to 50% - Loves teamwork & collaboration in a fast-paced environment - Customer-facing experience & comfortable engaging all levels of technologists, including individual developers, QA, product, & engineering leaders - Experience engaging senior management & executive audiences to convey Postman's value proposition - Capable of forging deep, long-lasting relationships with Strategic customers - Strong understanding of APIs, & experience with producing & consuming APIs across different domains - Strong understanding of modern development methodologies & DevOps with an appreciation of the software development life cycle - Comfortable with the enterprise SaaS sales process & common security concerns of cloud services - Experience executing enterprise sales strategies & sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc. - Excellent listener who seeks to understand what a customer is trying to achieve rather than pre-supposing solutions - Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc. - Fast learner, excited & willing to learn new technology on an ongoing basis - Excellent communication skills (presentation, verbal & written) What Else?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 lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our ValuesAt Postman, we create with the same curiosity that we see in our users. We value transparency and 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. Equal opportunityPostman 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.

Role Description Zayo is seeking a Solutions Engineer to be primarily responsible for providing coaching and development to Account Executives, and providing technical support throughout the sales process. This includes designing and implementing complex data network solutions for Carrier and Enterprise customers. The Solutions Engineer will play a key role in the growth and expansion of product offerings and services at Zayo. The Solutions Engineer will be responsible for: - Assisting in the preparation and delivery of sales presentations. - Acting as a subject matter expert in all product/service offerings. - Driving the sales cycle to closure. - Participating in sales appointments. - Assisting in the preparation of Requests for Proposals. - Providing guidance and counsel throughout the sales process. - Ensuring complete and accurate completion of design documentation and contract paperwork in support of complex agreements. - Ongoing consultation with sales and engineering teams after sales are closed to ensure ongoing satisfaction with Zayo and its products. Qualifications - Bachelor’s degree in computer science, engineering, or related field. - Minimum of five (5) years of experience in technical sales engineering/support role(s) within the telecommunications industry (ideally ISP, CLEC, ILEC, VAR, or MSO). - Experience with SD-WAN is required. - Experience developing and/or delivering technical training programs. - Expert-level technical skills with LAN and WAN technologies are required. - Ability to create technical designs and diagrams of customer solutions. - Strong technical presentation skills (development and delivery). - Excellent project management skills. - Excellent verbal and written communication skills, including explaining technical concepts to laypersons in simple, understandable terms. - Consistent focus on results and goal achievement. - Proficiency in Microsoft Word and Excel. - Strong teamwork skills. - Ability to handle ambiguity and anticipate and quickly react to changes in a fast-paced environment. Requirements - Analyze customer requirements to understand how Zayo products and services can be applied to meet their needs and solve their problems. - Provide customers with solutions that meet their business applications, and ensure protected circuit design, disaster recovery applications, appropriate bandwidth for future growth, etc. - Translate complex technical requirements into information that customers can understand and respond to. - Keep abreast of the competitive landscape and emerging technologies in order to best position Zayo in the marketplace. - Respond to requests for bids and proposals by providing fully documented technical solutions, with diagrams, that clearly outline all technical components of the solution. - On behalf of Account Executives, ensure completion of all appropriate paperwork, processes and systems in support of customer network design and contract completion. - Set appropriate expectations for timeline and project completion. - Provide regular project updates to internal customers (sales, engineering, technical operations). Benefits - Excellent Health, Dental & Vision Insurance. - Retirement 401(k) Savings Plan. - Generous paid time off policy including paid parental leave. - This position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

Role Description This role is responsible for building strong relationships with key customers and stakeholders, advising and influencing their strategic decisions, and tackling unique customer issues—particularly around enterprise collaboration and unified communications solutions. The role collaborates with internal teams on account planning, sales strategy, and customized HP collaboration and video conferencing solutions, while mentoring junior team members. The role navigates complex technical customer challenges involving cloud, SaaS, and HP collaboration technologies and works toward customer satisfaction and the organization’s growth. Responsibilities - Leads the design of complex, innovative, and strategic solutions—including enterprise collaboration, video conferencing, and unified communications environments—that address unique customer challenges and align with the organization’s long‑term goals. - Fosters deep and strategic relationships with key customers and stakeholders, acting as a trusted advisor and influencing their business and technology decisions related to modern workplace, hybrid work, and collaboration strategies. - Delivers compelling presentations and demonstrations to executive‑level customers, articulating the value proposition of the organization’s solutions, including HP video conferencing systems, conference phones, and professional headsets, aligned with customers’ business goals. - Develops and executes strategic account plans for high‑profile customers, coordinating with sales teams to ensure long‑term customer satisfaction and growth, particularly within collaboration and unified communications solution deployments. - Leads the design and implementation of highly intricate integrations between HP collaboration endpoints and third‑party or cloud platforms (e.g., Microsoft Teams, Zoom, Webex), showcasing the organization’s ability to seamlessly connect diverse technologies. - Tackles intricate technical challenges and unexpected customer issues related to audio quality, video performance, device interoperability, and cloud integration, applying innovative problem‑solving skills to complex scenarios. - Leads or contributes to high‑impact initiatives that drive revenue growth, improve operational efficiency, or enhance customer experience through optimized collaboration and conferencing solutions. - Identifies potential risks associated with complex collaboration architectures (e.g., network readiness, device management, interoperability) and develops mitigation strategies to ensure successful project outcomes. - Organizes and facilitates innovation workshops focused on modern collaboration use cases, enabling customers to explore new approaches using HP collaboration and cloud‑based solutions. - Acts as a mentor to junior team members, guiding their professional growth, sharing deep expertise in HP collaboration products, cloud services, and consultative selling, and promoting a culture of excellence and continuous improvement. Qualifications - Four‑year or Graduate Degree in Sales, Marketing, Business Administration, Computer Science, or related discipline, or commensurate work experience or demonstrated competence. - Typically has 5–10 years of work experience, preferably in technical selling, consultative selling, presales engineering, account management, or enterprise collaboration solutions. Preferred Certifications - None required (Certifications are a plus.) Knowledge & Skills - HP collaboration solutions, including video conferencing systems, conference phones, speakerphones, and professional headsets - Unified Communications (UC) and collaboration platforms (e.g., Microsoft Teams, Zoom, Webex) - Amazon Web Services (AWS) - Microsoft Azure - Cloud Computing & Cloud Services - Software as a Service (SaaS) - Application Programming Interfaces (APIs) and integrations - Enterprise Application Software - IT Infrastructure and Virtualization - Device provisioning, firmware management, and lifecycle management for collaboration endpoints - Customer Success Management - Demonstration and executive presentation skills - Presales and solution consulting - Product Management and New Product Development - Sales Process, Sales Prospecting, and Request for Proposal (RFP) responses - Extract, Transform, Load (ETL) concepts - SAS (Software) Benefits - Health insurance - Dental insurance - Vision insurance - Long term/short term disability insurance - Employee assistance program - Flexible spending account - Life insurance - Generous time off policies, including: - 4-12 weeks fully paid parental leave based on tenure - 13 paid holidays - Additional flexible paid vacation and sick leave Compensation The on-target earnings (OTE) range for this role is $147,300 to $210,000 USD annually with a 80%/20% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Role Description We are looking for a Senior Presales Engineer, IGA to support Sales with existing and prospective accounts and partners across the North American market. In this role, you will serve as a subject matter expert for One Identity’s Identity Governance and Administration solutions, advise customers on new and revised software solutions, develop integrated end-to-end solution approaches, and position One Identity software to help customers achieve their strategic, operational, security, and compliance goals. The successful candidate will work as part of a broader Identity and Access Management team and will provide a high standard of presales support for One Identity’s IGA portfolio. Strong communication skills, technical credibility, and deep IGA domain knowledge are essential. Responsibilities - Support the sales process with strong technical knowledge of Identity Governance and Administration, IAM, and enterprise security use cases. - Lead technical discovery sessions to understand customer business objectives, identity lifecycle processes, governance requirements, compliance obligations, and technical environments. - Map customer technical requirements to business outcomes and recommend appropriate One Identity IGA solution approaches. - Deliver technical and sales-oriented presentations, demonstrations, workshops, and proof-of-concepts for customers and partners. - Assist Sales with customer needs assessments, solution positioning, technical proposals, detailed specifications, and RFP/RFI responses. - Articulate the value proposition of One Identity products and services, including how IGA integrates with broader IAM, PAM, Access Management, directory, cloud, and hybrid environments. - Collaborate with Product Management, Product Development, Professional Services, Support, Customer Success, and Partner teams to support successful customer outcomes. - Represent One Identity at customer meetings, industry events, conferences, webinars, and trade shows. - Provide guidance and mentoring to less experienced peers and contribute to presales enablement, repeatable demos, and reusable technical assets. - Maintain responsiveness to customers, partners, and internal teams while managing multiple opportunities in a remote, distributed work environment. Qualifications - 10+ years of overall related experience or combination of education and experience. - 3+ years of relevant experience as a Presales/Systems Engineer. - Deep knowledge of Identity Governance and Administration concepts, including identity lifecycle management, joiner/mover/leaver processes, access requests, approvals, provisioning, attestation, certification, role management, segregation of duties, audit reporting, and compliance controls. - Extensive hands-on experience selling, designing, deploying, consulting on, or architecting IGA, IAM, directory, access management, or privileged access solutions in real-world enterprise environments. - Proven ability to architect end-to-end solutions, translate complex business and governance requirements into practical technical designs, and apply lessons learned from prior implementations and consulting engagements. - Strong understanding of the customer journey and enterprise buying decision, including how organizations evaluate, justify, and procure identity solutions, and the ability to guide prospects through that process. - Strong understanding of enterprise directories and identity platforms, including Active Directory, Entra ID, LDAP, HR systems, ERP platforms, SaaS applications, and hybrid cloud environments. - Working knowledge of APIs, REST, SCIM, connectors, integration patterns, and identity data synchronization. - Knowledge of databases such as SQL Server or Oracle and familiarity with scripting or programming languages such as Python, Java, C#, PowerShell, or similar technologies. - Understanding of core application and security concepts, including SSL/TLS, encryption, password hashing, authentication, authorization, and secure integration practices. - Thorough understanding of the cybersecurity industry, competitive landscape, cloud ecosystem, and key identity security technologies. - Bachelor’s degree in business, computer science, information systems, cybersecurity, or a related discipline, or equivalent experience. - Excellent written, verbal, and presentation skills, with a proven ability to engage and influence a range of stakeholders across the client organization—from administrators and engineers to security, compliance, and IT leadership, and executive decision-makers—tailoring complex technical concepts to each audience. - Independent, self-motivated, customer-oriented, analytical, and able to work effectively both individually and as part of a team. - Ability and willingness to travel as needed. Company Description One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers. When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers, and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment. - Life at One Identity means collaborating with dedicated professionals with a passion for technology. - When we see something that could be improved, we get to work inventing the solution. - Our people demonstrate our winning culture through positive and meaningful relationships. - We invest in our people and offer a series of programs that enable them to pursue a career that fulfills their potential. - Our team members’ health and wellness are our priority, as well as rewarding them for their hard work.