Partner Manager @ Harness

Partner Manager

Posted on 1/12/2023

INACTIVE

Locations

London, UK

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Sales

Salesforce

Requirements

Passionate about developing and working with the partner ecosystem
Established Channel relationships across EMEA
Proven revenue track record of quota achievement with reseller and SI partnerships
At least 5 - 7 years of partnership development experience
Demonstrate the ability to successfully establish partner strategies which generate partner-led customer engagements
Established relationships with Channel and SI partnersExceptional organisational skills and demonstrated ability of outlining and establishing partner strategies
Prior experience in MEDDIC based sales methodology. Prior experience working in a start-up environment
History of accurate forecasting and business reporting
Experience working with Salesforce and other sales oriented tracking tools
Demonstrate leadership that promotes and embodies the Harness Values

Responsibilities

Generate partner sourced pipeline and revenue by developing go-to-market strategies with Channel and SI partners in EMEA
Develop joint business plans with strategic Channel & SI partners and deliver against joint targets
Establish thought leadership with focus partners to influence their GTM and sales strategy to be in alignment with the Harness Platform
Work closely with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and partner sourced pipeline
Establish enablement plans to help focus partners develop technical pre-sales and post-sales capabilities which drive customer success
Develop and execute a comprehensive regional partner plan
Recruit, onboard and enable new partners into the Harness ecosystem
Work closely with Harness field teams to drive partner collaboration and alignment
Participate and support EMEA business reviews with Sales Teams
Help to build and promote partner communities across Europe
Competitive salary
Comprehensive healthcare benefits
Flexible work schedule
Paid Time Off and Parental Leave
Monthly, quarterly, and annual social and team building events
TGIF-Off program
Remote office stipend
Monthly internet reimbursement
Monthly Food & Beverage Reimbursement Program
#LI-REMOTE

Harness is a high-growth startup 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.

POSITION SUMMARY

The Channel Partner Manager is responsible for recruiting, developing and managing strategic Channel and SI partnerships to accelerate growth of Harness in EMEA. This role will be responsible for running a plan, building out the territory, developing the partners within the region, building and driving field collaboration, working complex enterprise sales cycles, while focused on the Harness software and services offerings. The ideal candidate will have experience generating net new enterprise business through channel and SI partners and growing the partner ecosystem.

KEY RESPONSIBILITIES

Generate partner sourced pipeline and revenue by developing go-to-market strategies with Channel and SI partners in EMEA.
Develop joint business plans with strategic Channel & SI partners and deliver against joint targets.
Establish thought leadership with focus partners to influence their GTM and sales strategy to be in alignment with the Harness Platform.
Work closely with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and partner sourced pipeline.
Establish enablement plans to help focus partners develop technical pre-sales and post-sales capabilities which drive customer success.
Develop and execute a comprehensive regional partner plan.
Recruit, onboard and enable new partners into the Harness ecosystem.
Work closely with Harness field teams to drive partner collaboration and alignment.
Participate and support EMEA business reviews with Sales Teams
Help to build and promote partner communities across Europe

ABOUT YOU

Passionate about developing and working with the partner ecosystem.
Established Channel relationships across EMEA.
Proven revenue track record of quota achievement with reseller and SI partnerships.
At least 5 - 7 years of partnership development experience.
Demonstrate the ability to successfully establish partner strategies which generate partner-led customer engagements.
Established relationships with Channel and SI partnersExceptional organisational skills and demonstrated ability of outlining and establishing partner strategies.
Prior experience in MEDDIC based sales methodology. Prior experience working in a start-up environment.
History of accurate forecasting and business reporting.
Experience working with Salesforce and other sales oriented tracking tools.
Demonstrate leadership that promotes and embodies the Harness Values.

WHAT YOU WILL HAVE AT HARNESS

Competitive salary
Comprehensive healthcare benefits
Flexible work schedule
Paid Time Off and Parental Leave
Monthly, quarterly, and annual social and team building events
TGIF-Off program
Remote office stipend
Monthly internet reimbursement
Monthly Food & Beverage Reimbursement Program
#LI-REMOTE

HARNESSS IN THE NEWS

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, or national origin.

501-1,000 employees

Website

Software delivery platform

Company Overview

Harness’ mission is to enable every software engineering team in the world to deliver code reliably, efficiently, and quickly to their users through their modern software delivery platform. The company’s platform is designed for all phases of software delivery and allows teams to speed up test cycles, fully automate and govern build and deploy processes, provide developers with faster feedback loops, use GitOps and Pipelines to varying needs, and create exceptional experiences.

Benefits

Competitive salary and early-stage stock options
Comprehensive healthcare benefits
Flexible Spending Account (FSA)
Flexible work schedule
Employee Assistance Program (EAP)
Paid Time Off & Parental Leave
Monthly, quarterly, & annual social and team building events
TGIF-Off program
Remote office stipend
Monthly internet reimbursement
Monthly Food & Beverage Reimbursement Program

Company Core Values

Be Bold
Know Your Customer
Continuously Improve
Build Trust through Transparency
Stay Humble
Remember the Human
Celebrate Together
Get Ship Done