Regional Vice President, Partners and Alliances

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 Summary:

We are seeking an exceptional RVP, Partner Sales Leader for the Americas to drive growth through our ecosystem of strategic partners, global system integrators (GSIs), cloud providers, and regional consulting firms. This leader will own our partner sales strategy for the region, manage a team of Partner Sales Managers, and work cross-functionally to accelerate revenue through partners.

This role is ideal for a builder—someone who thrives in a high-growth environment, knows how to activate partners at scale, and can develop a high-performing partner sales team while also rolling up their sleeves to drive field execution.

About the Job:

• Partnership Strategy: Develop and execute a comprehensive partnership strategy aligned with the company's objectives and growth targets.
• Partner Identification: Identify and evaluate potential partners and alliances that align with the company's strategic priorities and market opportunities.
• Negotiation: Lead negotiations with potential partners to establish mutually beneficial agreements, including terms of engagement, revenue sharing, and joint go-to-market strategies.
• Relationship Management: Cultivate and maintain strong relationships with existing and prospective partners, serving as the primary point of contact for partnership-related activities.
• Collaboration: Collaborate cross-functionally with sales, marketing, product, and other internal teams to drive alignment and execution of partnership initiatives.
• Alliance Development: Develop and implement alliance programs and initiatives to support partner enablement, training, and joint marketing efforts.
• Performance Tracking: Establish key performance indicators (KPIs) and metrics to track the effectiveness of partnership activities and initiatives, providing regular reporting and insights to senior leadership.
• Market Analysis: Stay abreast of industry trends, competitive landscape, and emerging technologies to identify new partnership opportunities and market trends.
• Risk Management: Assess and mitigate risks associated with partnerships and alliances, ensuring compliance with legal and regulatory requirements.

About You:

• Experience: 5+ years of experience in partnership management, business development, or related roles, with a proven track record of driving successful partnerships and alliances.
• Industry Knowledge: Deep understanding of the technology industry, including cloud computing, software-as-a-service (SaaS), and emerging technologies.
• Strategic Thinking: Strong strategic and analytical skills, with the ability to develop and execute partnership strategies that align with business objectives.
• Negotiation Skills: Excellent negotiation and influencing skills, with experience in structuring and closing complex partnership agreements.
• Communication: Exceptional communication and interpersonal skills, with the ability to effectively engage and build relationships with internal and external stakeholders.<