Regional Vice President, Partners and Alliances

Harness is led by technologist and entrepreneur Jyoti Bansal founder of AppDynamics (acquired by Cisco for $3.7B). The company has raised $570M 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 industrys leading AI-powered software delivery platform enabling teams worldwide to build test and deliver software faster safer and more reliably. Writing code is only 3040% 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 inCI/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 were looking for exceptional talent to help us move even faster.

Position Summary

We are seeking an exceptional RVP Partner Sales Leader for the Americas to drive growth through our ecosystem of strategic partners global system integrators (GSIs) cloud providers and regional consulting firms. This leader will own our partner sales strategy for the region manage a team of Partner Sales Managers and work cross-functionally to accelerate revenue through partners.

This role is ideal for a buildersomeone who thrives in a high-growth environment knows how to activate partners at scale and can develop a high-performing partner sales team while also rolling up their sleeves to drive field execution.

About the Role

• Partnership Strategy: Develop and execute a comprehensive partnership strategy aligned with the companys objectives and growth targets.
• Partner Identification: Identify and evaluate potential partners and alliances that align with the companys strategic priorities and market opportunities.
• Negotiation: Lead negotiations with potential partners to establish mutually beneficial agreements including terms of engagement revenue sharing and joint go-to-market strategies.
• Relationship Management: Cultivate and maintain strong relationships with existing and prospective partners serving as the primary point of contact for partnership-related activities.
• Collaboration: Collaborate cross-functionally with sales marketing product and other internal teams to drive alignment and execution of partnership initiatives.
• Alliance Development: Develop and implement alliance programs and initiatives to support partner enablement training and joint marketing efforts.
• Performance Tracking: Establish key performance indicators (KPIs) and metrics to track the effectiveness of partnership activities and initiatives providing regular reporting and insights to senior leadership.
• Market Analysis: Stay abreast of industry trends competitive landscape and emerging technologies to identify new partnership opportunities and market trends.
• Risk Management: Assess and mitigate risks associated with partnerships and alliances ensuring compliance with legal and regulatory requirements.

About You

• Experience: 5 years of experience in partnership management business development or related roles with a proven track record of driving successful partnerships and alliances.
• Industry Knowledge: Deep understanding of the technology industry including cloud computing software-as-a-service (SaaS) and emerging technologies.
• Strategic Thinking: Strong strategic and analytical skills with the ability to develop and execute partnership strategies that align with business objectives.
• Negotiation Skills: Excellent negotiation and influencing skills with experience in structuring and closing complex partnership agreements.
• Communication: Exceptional communication and interpersonal skills with the ability to effectively engage and build relationships with internal and external stakeholders.
• Leadership: Demonstrated leadership experience with the ability to lead cross-functional teams and drive collaboration across the organization.
• Results-Oriented: Proven ability to deliver results in a fast-paced and dynamic environment with a focus on driving growth and innovation through partnerships and alliances.
• Education: Bachelors degree in business marketing or a related field; MBA or advanced degree preferred.

Work Location

• This position is hybrid - 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 anticipated base salary range for this position is $200000.00 - $300000.00 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. 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: valid authorization to work in the U.S. is required