Partner Sales Manager (Dallas/Atlanta)
U.S. (Remote)
Position Summary
This position is based in either Atlanta, GA or Dallas, TX.
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.
About The Role
- 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 US.
About You
- Passionate about developing and working with the partner ecosystem.
- Established partner relationships across the Mid-Atlantic, Southeast, and LATAM.
- 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 MEDDIC-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.
- Working proficiency with Spanish is a plus.
What you will have at Harness
- Competitive salary
- Comprehensive healthcare benefits
- Flexible Spending Account (FSA)
- Flexible work schedule
- Employee Assistance Program (EAP)
- Flexible Time Off and Parental Leave
- Monthly, quarterly, and annual social and team building events
- Monthly internet & phone reimbursement
The anticipated base salary range for this position is $145,000 - $165,000 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 across all US locations. The compensation package for this position also includes a commission/variable component, which is based on performance, plus equity, and benefits. More details about our company benefits can be found at the following link: https://www.harness.io/company/careers.
Pay transparency$145,000—$165,000 USD
Harness in the news:
- Harness Grabs a $150m Line of Credit
- Welcome Split!
- Harness Recognized in Inc.'s Best Workplace Awards 2022
- Harness on LinkedIn: America's Great Companies to Work For -- And What You Can Learn From
- #6 - Glassdoor Best Places to Work 2021 list
- #17 on Forbes Top 50 Cloud Companies to Work For
- #47 on LinkedIn’ Top 50 Companies to Work For
- #2 on Quartz 2021 list best places to work for remote workers
- 2021 Career Launching Companies List
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.
ApplyJob Profile
Must be based in Atlanta, GA or Dallas, TX
Benefits/PerksCompetitive salary Comprehensive healthcare Comprehensive Healthcare Benefits Employee Assistance Program Flexible Spending Account Flexible time off Flexible Work Schedule
Tasks- Collaborate with sales teams
- Create joint business plans
- Develop go-to-market strategies
- Drive partner engagement
- Recruit and onboard partners
Business Development Channel Partnerships Collaboration Enterprise Sales Forecasting Go-To-Market Strategy Partner Management Pipeline Generation Relationship building Salesforce Sales Strategy Security Software delivery Software Engineering Technical enablement
Experience5-7 years
Education TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9