Senior Partner Sales Manager - Security

Position Summary The Senior Partner Sales Manager is a crucial role in accelerating the growth of Harness’ Security 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. 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 to align focus partners’ 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. Qualifications 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. Exceptional organizational skills with a demonstrated ability to outline and implement partner strategies. Experience with MEDDPICC‑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 is a hybrid role based in any of the following locations: San Francisco, Dallas, Chicago, Atlanta, New York, D.C., or Boston. Compensation and Benefits Salary range: $150,000 – $190,000 USD. Compensation includes base salary, commission/variable component, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position. Competitive salary Comprehensive healthcare benefits Flexible Spending Account (FSA) Employee Assistance Program (EAP) Flexible Time Off and Parental Leave Quarterly Harness TGIF‑Off / 4 days Monthly, quarterly, and annual social and team‑building events Recharge & Reset Program Monthly internet reimbursement Commuter benefits Other Requirements A valid authorization to work in the U.S. is required. Pay transparency: $150,000 — $190,000 USD. EEO Statement All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin. #J-18808-Ljbffr