Partner Sales Manager - New York

Harness is led by technologist and entrepreneur Jyoti Bansal, founder of App Dynamics (acquired by Cisco for $3.7B). The company has raised ~$240M 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, Service Now, 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.

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 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.

About You

• 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 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.

Work Location

• This is a hybrid role. Preferred locations include New York or New Jersey.

What You Will Have at Harness

• 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 and cell plan reimbursement

• Commuter benefits

Factors that may be used to determine your actual pay rate include your specific skills, experience, qualifications, location, and comparison to other employees already in this role. In addition to the base salary, certain roles may qualify for a performance-based incentive and/or equity, with eligibility depending on the position. These rewards are based on a combination of company performance and individual achievements.The Hiring Range For This Position Is $145,000 - $182,000.

A valid authorization to work in the U.S. is required.

Pay transparency
$145,000—$182,000 USD

Harness in the news:

• Accelerating Our Mission to Bring AI to Everything After Code

• Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation

• How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal

• Harness Research Shows AI Visibility Crisis Fueling Security Nightmare

• Harness has been named to the Inc. Power Partner list for software delivery success

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

Note on Fraudulent Recruiting/Offers

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.

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.

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 security@harness.io. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website (https://consumer.ftc.gov/articles/job-scams)), or you can contact your local law enforcement agency.