Harness
Harness is a high-growth company that is disrupting the software delivery market. Our mission is to enable the 30 million software developers in the world to deliver code to their users reliably, efficiently, securely and quickly, increasing customers' pace of innovation while improving the developer experience. We offer solutions for every step of the software delivery lifecycle to build, test, secure, deploy and manage reliability, feature flags and cloud costs. The Harness Software Delivery Platform includes modules for CI, CD, Cloud Cost Management, Feature Flags, Service Reliability Management, Security Testing Orchestration, Chaos Engineering, Software Engineering Insights and continues to expand at an incredibly fast pace.Harness is led by technologist and entrepreneur Jyoti Bansal, who founded AppDynamics and sold it to Cisco for $3.7B. We're backed with $425M in venture financing from top-tier VC and strategic firms, including J.P. Morgan, Capital One Ventures, Citi Ventures, ServiceNow, Splunk Ventures, Norwest Venture Partners, Adage Capital Partners, Balyasny Asset Management, Gaingels, Harmonic Growth Partners, Menlo Ventures, IVP, Unusual Ventures, GV (formerly Google Ventures), Alkeon Capital, Battery Ventures, Sorenson Capital, Thomvest Ventures and Silicon Valley Bank.Position SummaryThe Partner Sales Manager is a crucial role in accelerating the growth of Harness' business through strategic partnerships. This role demands a deep understanding of the partner ecosystem, exceptional relationship-building abilities, and a strong focus on closing deals. Key responsibilities include creating and executing a strategic plan, expanding the territory, developing regional partners, and fostering collaboration with field teams. The role also involves navigating complex enterprise sales cycles, with a primary focus on promoting Harness software and services. The ideal candidate will have a proven track record of generating net new enterprise business through channel and SI partners, as well as experience in expanding the partner ecosystem.Key ResponsibilitiesGenerate partner sourced pipeline and revenue by developing go-to-market strategies with partner ecosystems.Develop joint business plans with strategic partners to achieve defined targets in your assigned region through partnership salesEstablish thought leadership with focus partners to align their GTM sales and services strategy with the Harness Platform.Collaborate with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and increased partner sourced pipeline.Create enablement plans to help focus partners build technical pre-sales and post-sales capabilities that drive customer success.Develop and execute a comprehensive regional partner sales plan.Work across internal and external business functions to enhance alignment and scale.Recruit, onboard and enable new partners into the Harness ecosystem.Collaborate closely with Harness field sales leaders and teams to drive partner engagement.Participate in and support business reviews with Sales Teams.Contribute to building and promoting partner communities across the Northeast. About YouPassionate about developing and working with the partner ecosystem.Established partner relationships across the Northeast. Proven track record of quota achievement with reseller and SI partnerships.5 - 7 years of experience in partnership development and partner management. Demonstrated ability to establish partner strategies which generate partner-led customer engagements. Strong relationships with Channel, SI and Cloud partnersExceptional organizational skills with a demonstrated ability to outline and implement partner strategies.Experience with MEDDIC-based sales methodology; prior experience in a start-up environment is preferred.History of accurate forecasting and business reporting.Proficient in using Salesforce and other sales-oriented tracking tools.A leader who embodies and promotes the Harness Values.Work LocationThis is a hybrid role. Preferred locations include New York or New Jersey. What You Will Have at HarnessCompetitive salaryComprehensive healthcare benefitsFlexible Spending Account (FSA)Employee Assistance Program (EAP)Flexible Time Off and Parental Leave Quarterly Harness TGIF-off / 4 days Monthly, quarterly, and annual social and team-building eventsRecharge & Reset Program Monthly internet and cell plan reimbursement Commuter benefitsFactors that may be used to determine your actual pay rate include your specific skills, experience, qualifications, location, and comparison to other employees already in this role. In addition to the base salary, certain roles may qualify for a performance-based incentive and/or equity, with eligibility depending on the position. These rewards are based on a combination of company performance and individual achievements.The Hiring Range For This Position Is $145,000 - $182,000.A valid authorization to work in the U.S. is required.Pay transparency$145,000-$182,000 USDHarness in the news:Harness AI Tackles Software Development's Real BottleneckAfter 'Vibe Coding' Comes 'Vibe Testing' (Almost)Startup Within a Startup: Empowering Intrapreneurs for Scalable Innovation - Jyoti Bansal (Harness)Jyoti Bansal, Harness | theCUBEd AwardsEight years after selling AppDynamics to Cisco, Jyoti Bansal is pursuing an unusual mergerHarness snags Split.io, as it goes all in on feature flags and experimentsExclusive: Jyoti Bansal-led Harness has raised $150 million in debt financingAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.Note on Fraudulent Recruiting/OffersWe have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations.If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at security@harness.io. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission's website (https://consumer.ftc.gov/articles/job-scams), or you can contact your local law enforcement agency.