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
This position is based in either France or Germany.
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 Europe
About You
- Fluency in either German or French is required. Fluency in both is preferred.
- Passionate about developing and working with the partner ecosystem.
- Established partner relationships across Europe
- 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.
What you will have at Harness
- Competitive salary
- Flexible work schedule
- Flexible Time Off and Parental Leave
- Monthly, quarterly, and annual social and team building events
- Monthly internet & phone reimbursement
Salary is determined by a combination of factors including location, level, relevant experience, and skills. 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.
- 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.
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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