Harness is led by technologist and entrepreneur Jyoti Bansal, founder of AppDynamics (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, ServiceNow, 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 Senior Partner Sales Manager is a crucial role in accelerating the growth of Harness’ AppSec 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, VARs, SI partners, and CSPs as well as experience in expanding the existing 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 US.
About You
- 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.
- 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.
- Willing to travel up to 50% within the United States.
Work Location
- This position is Remote - Dallas, TX; Chicago, IL; New York, New York, and San Francisco, CA
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 reimbursement
- Commuter benefits
The OTE for this position is $300,000.00
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. 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
A valid authorization to work in the U.S. is required
- 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 [email protected]. 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.
Top Skills
What We Do
Harness is a leader in AI-native software delivery, dedicated to empowering developers and engineering teams worldwide. We revolutionize how software is built, tested, deployed, and optimized by driving efficiency, reliability, and speed throughout the software development lifecycle. At Harness, we envision a world where developers focus on innovation, free from repetitive tasks, supported by tools that streamline every step.
Our platform leverages AI and automation across all key pillars of software delivery: Continuous Integration, Continuous Delivery, Feature Flags and Experimentation, Cloud Cost Management, Security Testing, and more. By automating traditionally manual processes that slow down engineering teams, Harness enables organizations to release software faster, reduce errors, and optimize costs—all while enhancing the developer experience and flexibility.
Harness is transforming software delivery on a global scale. As a pioneer in AI-driven automation, we streamline complex development processes, eliminate inefficiencies, and empower developers to innovate freely. Our mission is ambitious: enabling millions of developers to deliver code faster, more reliably, and with greater ease than ever before.
Why Work With Us
Harness is built on a culture of growth, collaboration, and transparency, where team members are encouraged to push boundaries and solve meaningful challenges. We invest in personal and professional development, value work-life balance, and foster a supportive environment—making Harness an ideal place to make a real impact in tech.
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