Partner Sales Manager, AppSec

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

The Partner Sales Manager is a crucial role in accelerating the growth of Harness’ AppSec 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, VARs, SI partners, and CSPs as well as experience in expanding the existing partner ecosystem.

Key Responsibilities

• Generate 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 sales
• Establish 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 US. 

About You

• 5+ years of experience in channel sales, preferably in the cybersecurity industry. 
• Passionate about developing and working with the partner ecosystem.
• Established partner relationships globally. 
• Proven track record of quota achievement with reseller and SI partnerships.
• Demonstrated ability to establish partner strategies which generate partner-led customer engagements. 
• Strong relationships with Channel, SI and Cloud partners. 
• Exceptional 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.
• Willing to travel up to 50% within the United States. 

Work Location

• This position is Remote - Dallas, TX; Chicago, IL; New York, New York, and San Francisco, CA

What You Will Have at Harness