Channel Account Manager

Harmonic Security, Inc

2d•Hybrid

About The Position

Harmonic Security is at the forefront of AI Governance and Control (AIGC), providing a platform that offers real-time visibility and control over AI usage for security teams. Operating at the intersection of AI and cybersecurity, Harmonic is building solutions to protect sensitive data and enable enterprises to innovate safely. The company is recognized on the Rising in Cyber 2026 list and is backed by prominent investors. Harmonic fosters an AI-first culture, encouraging employees to leverage AI tools to enhance their work. The Channel & Alliances team is in its early stages, focused on building a partner-centric strategy to expand market reach and accelerate enterprise adoption. This role is crucial for developing a scalable and repeatable partner ecosystem.

Requirements

7+ years of partner/channel experience, ideally in security or enterprise SaaS.
Proven ability to develop and manage productive relationships with key executives at targeted resellers.
Demonstrated track record of generating pipeline through partner communities.
Experience onboarding, training, and enabling partners in a fast-moving environment.
Ability to drive market events and demonstrate measurable ROI.
Strong communication skills with the ability to influence without authority.
High energy, disciplined execution, and comfort with early-stage ambiguity.
Willingness to travel throughout the West Coast region.
Existing Partner relationships to boost recruitment.

Nice To Haves

Love building new programs and motions from scratch.
Thrive in high-growth, ambiguous environments where agility matters.
Energized by evangelizing a new category to partners and the broader market.
Bring a strong point of view on partner success and what “great” looks like.
Hungry, proactive, and excited to help shape Harmonic’s channel DNA.

Responsibilities

Recruit, onboard, and activate high-potential West Coast resellers.
Develop and manage partner-generated pipeline within assigned region.
Clearly articulate Harmonic’s value proposition to the partner community.
Drive participation in partner events and industry programs to increase reach.
Partner with Sales leadership to forecast partner-created opportunities.
Build brand awareness and advocacy across the channel ecosystem.
Provide structured insights back to Sales, Marketing, and Product to inform strategy.