Partner Sales Manager - New York

<div class="content-intro"><p>Harness is the AI Software Delivery Platform company, led by technologist and entrepreneur Jyoti Bansal (founder of AppDynamics, acquired by Cisco for $3.7B). Harness has raised approximately $570M in funding and is valued at $5.5B, backed by leading investors including Goldman Sachs, Menlo Ventures, IVP, Unusual Ventures, Citi Ventures, and more. As AI accelerates code creation, the real bottleneck has shifted to everything after the code – testing, deployments, application security, reliability, compliance, and cost optimization. Harness brings AI and automation to this “outer loop,” helping teams ship software faster while maintaining security and governance throughout the entire software delivery lifecycle.</p> <p>Powered by Harness AI and the Software Delivery Knowledge Graph, the Harness Platform applies deep context and intelligent automation across the software delivery lifecycle with governance and policy-driven controls embedded throughout the platform.&nbsp;</p> <p>Over the past year, Harness powered over 185M deployments, 82M builds, 18T flag evaluations, 8M security scans, 9.1B optimized tests, 3T protected API calls, and helped manage $2.8B in cloud spend — enabling customers like United Airlines, Morningstar, and Choice Hotels to accelerate releases by up to 75%, reduce cloud costs by up to 60%, and achieve 10x DevOps efficiency.&nbsp;</p> <p>With a global team across 26 offices and 27 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster.</p></div><p><span style="font-size: 12pt;"><strong>Position Summary</strong></span></p> <p><span style="font-size: 12pt;">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.</span></p> <p><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Generate partner sourced pipeline and revenue by developing go-to-market strategies with partner ecosystems.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop joint business plans with strategic partners to achieve defined targets in your assigned region through partnership sales</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Establish thought leadership with focus partners to align their GTM sales and services strategy with the Harness Platform.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborate with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and increased partner sourced pipeline.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Create enablement plans to help focus partners build technical pre-sales and post-sales capabilities that drive customer success.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and execute a comprehensive regional partner sales plan.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Work across internal and external business functions to enhance alignment and scale.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Recruit, onboard and enable new partners into the Harness ecosystem.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborate closely with Harness field sales leaders and teams to drive partner engagement.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Participate in and support business reviews with Sales Teams.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Contribute to building and promoting partner communities across the Northeast.&nbsp;</span></li> </ul> <p><span style="font-size: 12pt;"><strong>About You</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Passionate about developing and working with the partner ecosystem.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Established partner relationships across the Northeast.&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Proven track record of quota achievement with reseller and SI partnerships.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">5 - 7 years of experience in partnership development and partner management.&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Demonstrated ability to establish partner strategies which generate partner-led customer engagements.&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Strong relationships with Channel, SI and Cloud partners</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Exceptional organizational skills with a demonstrated ability to outline and implement partner strategies.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Experience with MEDDPICC-based sales methodology; prior experience in a start-up environment is preferred.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">History of accurate forecasting and business reporting.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Proficient in using Salesforce and other sales-oriented tracking tools.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">A leader who embodies and promotes the Harness Values.</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Work Location</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">This is a hybrid role. Preferred locations include New York or New Jersey.&nbsp;</span></li> </ul> <p><span style="font-size: 12pt;"><strong>What You Will Have at Harness</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Competitive salary</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Comprehensive healthcare benefits</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Flexible Spending Account (FSA)</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Employee Assistance Program (EAP)</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Flexible Time Off and Parental Leave&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Quarterly Harness TGIF-off / 4 days&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Monthly, quarterly, and annual social and team-building events</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Recharge &amp; Reset Program&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Monthly internet and cell plan reimbursement&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Commuter benefits</span></li> </ul> <p><span style="font-size: 12pt;">The salary range for this position is <strong>$160,000 - $200,000 </strong>annually. Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position.&nbsp; The compensation package for this position<strong> also includes a commission/variable component</strong>, which is based on performance, plus equity, and benefits.</span></p> <p><span style="font-size: 12pt;">A valid authorization to work in the U.S. is required.</span></p> <div id="te-floating-button-container"></div> <div id="te-floating-button-container"></div> <div id="te-floating-button-container"></div> <div id="te-floating-button-container"></div> <div id="te-floating-button-container"></div><div class="content-pay-transparency"><div class="pay-input"><div class="title">Pay transparency</div><div class="pay-range"><span>$160,000</span><span class="divider">&mdash;</span><span>$200,000 USD</span></div></div></div><div class="content-conclusion"><h3>Harness in the news:</h3> <ul> <li data-stringify-indent="0" data-stringify-border="0"><a href="https://www.harness.io/blog/240m-financing-to-bring-ai-to-everything-after-code">Accelerating Our Mission to Bring AI to Everything After Code</a></li> <li data-stringify-indent="0" data-stringify-border="0"><a href="https://www.cnbc.com/2025/12/11/harness-is-worth-5point5-billion-in-round-led-by-goldman-sachs.html">Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation</a></li> <li data-stringify-indent="0" data-stringify-border="0"><a href="https://www.youtube.com/watch?v=LvOYXKAyAqs">How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal</a></li> <li data-stringify-indent="0" data-stringify-border="0"><a href="https://www.digit.fyi/ai-visibility-crisis-fuelling-security-nightmare/">Harness Research Shows AI Visibility Crisis Fueling Security Nightmare</a></li> <li data-stringify-indent="0" data-stringify-border="0"><a href="https://www.harness.io/blog/we-made-inc-s-2025-power-partners-list-again---heres-why-it-matters">Harness has been named to the Inc. Power Partner list for software delivery success</a></li> </ul> <p>All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.</p> <p>At Harness, we care about your privacy and are committed to protecting your personal data. For additional information on this topic, you can visit our privacy Portal: <span><a href="https://harness-privacy.relyance.ai/" target="_blank">https://harness-privacy.relyance.ai/</a></span></p> <p><strong>Note on Fraudulent Recruiting/Offers</strong></p> <p>We have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers.&nbsp;</p> <p>Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations.</p> <p>If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at&nbsp;<a href="mailto:security@harness.io">security@harness.io</a>. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website (<a href="https://consumer.ftc.gov/articles/job-scams)">https://consumer.ftc.gov/articles/job-scams)</a>, or you can contact your local law enforcement agency.</p> <div id="te-floating-button-container"></div></div>