Partner Sales Manager LATAM

Harness is the AI Software Delivery Platform company led by technologist and entrepreneur Jyoti Bansal (founder of AppDynamics acquired by Cisco for $3.7B). Harness has raised approximately $570M in funding and is valued at $5.5B backed by leading investors including Goldman Sachs Menlo Ventures IVP Unusual Ventures Citi Ventures and more. As AI accelerates code creation the real bottleneck has shifted to everything after the code testing deployments application security reliability compliance and cost optimization. Harness brings AI and automation to this outer loop helping teams ship software faster while maintaining security and governance throughout the entire software delivery lifecycle.

Powered by Harness AI and the Software Delivery Knowledge Graph the Harness Platform applies deep context and intelligent automation across the software delivery lifecycle with governance and policy-driven controls embedded throughout the platform.

Over the past year Harness powered over 185M deployments 82M builds 18T flag evaluations 8M security scans 9.1B optimized tests 3T protected API calls and helped manage $2.8B in cloud spend enabling customers like United Airlines Morningstar and Choice Hotels to accelerate releases by up to 75% reduce cloud costs by up to 60% and achieve 10x DevOps efficiency.

With a global team across 26 offices and 27 countries Harness is shaping the future of AI software delivery and were 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 Latin America.

About You

• Passionate about developing and working with the partner ecosystem.
• Established partner relationships across Latin America.
• 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 are São Paulo Brazil OR Mexico City Mexico.

What You Will Have at Harness

• Competitive salary
• Flexible work schedule
• Paid Time Off and Parental Leave
• Quarterly Harness TGIF-off / 4 days
• Monthly quarterly and annual social and team-building events

• 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.

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