Regional Vice President, Partners and Alliances

Harness is a high-growth company that is disrupting the software delivery market. Our mission is to enable the 30 million software developers in the world to deliver code to their users reliably, efficiently, securely and quickly, increasing customers’ pace of innovation while improving the developer experience. We offer solutions for every step of the software delivery lifecycle to build, test, secure, deploy and manage reliability, feature flags and cloud costs. The Harness Software Delivery Platform includes modules for CI, CD, Cloud Cost Management, Feature Flags, Service Reliability Management, Security Testing Orchestration, Chaos Engineering, Software Engineering Insights and continues to expand at an incredibly fast pace. Harness is led by technologist and entrepreneur Jyoti Bansal, who founded AppDynamics and sold it to Cisco for $3.7B. We’re backed with $425M in venture financing from top-tier VC and strategic firms, including J.P. Morgan, Capital One Ventures, Citi Ventures, ServiceNow, Splunk Ventures, Norwest Venture Partners, Adage Capital Partners, Balyasny Asset Management, Gaingels, Harmonic Growth Partners, Menlo Ventures, IVP, Unusual Ventures, GV (formerly Google Ventures), Alkeon Capital, Battery Ventures, Sorenson Capital, Thomvest Ventures and Silicon Valley Bank.

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 builder—someone 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 Job:

• Partnership Strategy: Develop and execute a comprehensive partnership strategy aligned with the company's objectives and growth targets.
• Partner Identification: Identify and evaluate potential partners and alliances that align with the company's 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: Bachelor's degree in business, marketing, or a related field; MBA or advanced degree preferred.

Work Location

• US - Remote role

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 $200,000.00 - $300,000.00 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: https://www.harness.io/company/careers.

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

Harness in the news:

• Harness AI Tackles Software Development’s Real Bottleneck
• After 'Vibe Coding' Comes 'Vibe Testing' (Almost)
• Startup Within a Startup: Empowering Intrapreneurs for Scalable Innovation - Jyoti Bansal (Harness)
• Jyoti Bansal, Harness | theCUBEd Awards
• Eight years after selling AppDynamics to Cisco, Jyoti Bansal is pursuing an unusual merger
• Harness snagsSplit.io, as it goes all in on feature flags and experiments
• Exclusive: Jyoti Bansal-led Harness has raised $150 million in debt financing

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.