Sr. Partner Account Manager

Harness Inc.•Dallas, TX

57d•Remote

About The Position

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. As a Senior Partner Account Manager (PAM), you will play a key role in accelerating Harness's growth by driving joint sales, enablement, and go-to-market success with our strategic partners. You'll be responsible for building and executing joint business plans with key system integrators to deliver customer success and incremental revenue. You'll act as the connective tissue between Harness sales teams and partner organizations in enabling, motivating, and empowering our partners to sell and deliver Harness solutions.

Requirements

10+ years experience in channel sales, alliances, or partner management within a SaaS or cloud software company.
Proven ability to develop and execute partner go-to-market strategies that deliver measurable results.
Excellent relationship-building and communication skills - capable of engaging at both executive and field levels.
Self-starter with the ability to work cross-functionally and thrive in a fast-paced, high-growth environment.
Salesforce proficiency and strong operational discipline.

Responsibilities

Develop and Execute Partner Strategy: Build and own joint business plans with strategic partners, including revenue targets, enablement plans, and joint marketing initiatives.
Drive Pipeline and Revenue: Work closely with Harness field sales to identify, develop, and close partner-sourced and partner-influenced opportunities.
Enablement and Readiness:Train and empower partner sales and technical teams to position and deliver the Harness platform effectively.
Collaboration:Partner with internal stakeholders across sales, marketing, product, and customer success to align priorities and maximize joint impact.
Forecasting and Reporting:Maintain accurate reporting of partner pipeline, forecast, and performance metrics in Salesforce.
Advocacy and Relationship Management:Serve as the primary relationship owner for partners, ensuring alignment at all levels from field sellers to executives.
GTM Program Execution:Manage partner-led events, account planning workshops, and co-marketing campaigns that drive measurable results.