Partner Sales Manager - New York

Harness•New York, NY

109d•Hybrid

About The Position

Harness is led by technologist and entrepreneur Jyoti Bansal, founder of AppDynamics (acquired by Cisco for $3.7B). The company has raised ~$570M in Series E venture funding, is valued at $5.5B, and backed by top investors including Goldman Sachs, Menlo Ventures, IVP, Google Ventures, J.P. Morgan, Capital One Ventures, Citi Ventures, ServiceNow, Splunk Ventures and more. Harness is building the industry’s leading AI-powered software delivery platform, enabling teams worldwide to build, test, and deliver software faster, safer, and more reliably. Writing code is only 30–40% of the engineering lifecycle — the rest involves testing, deployments, security, compliance, and optimization. Harness brings AI and automation to this outer loop, turning complex, time-consuming workflows into streamlined processes at massive global scale. The platform includes industry leading products in CI/CD, Feature Flags, Cloud Cost Management, Service Reliability, Chaos Engineering, Software Engineering Insights, Internal Developer Experience, and API discovery, observability, governance, and runtime protection. Over the past year, Harness powered 128M deployments, 81M builds, 1.2T API calls protected, and $1.9B in cloud spend optimized, helping customers like United Airlines and Choice Hotels accelerate releases by up to 75% and achieve 10x DevOps efficiency. With employees in over 25 countries, Harness is shaping the future of AI-driven software delivery — and we’re looking for exceptional talent to help us move even faster. Position Summary The 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.

Requirements

Passionate 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 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.

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 Northeast.