Partner Sales Manager - LATAM

<div class="content-intro"><p>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.</p> <p>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. </p> <p>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. </p> <p>With a global team across 26 offices and 27 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster.</p></div><p><span style="font-size: 12pt;"><strong>Position Summary</strong></span></p> <p><span style="font-size: 12pt;">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.</span></p> <p><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Generate partner sourced pipeline and revenue by developing go-to-market strategies with partner ecosystems.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop joint business plans with strategic partners to achieve defined targets in your assigned region through partnership sales</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Establish thought leadership with focus partners to align their GTM sales and services strategy with the Harness Platform.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborate with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and increased partner sourced pipeline.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Create enablement plans to help focus partners build technical pre-sales and post-sales capabilities that drive customer success.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and execute a comprehensive regional partner sales plan.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Work across internal and external business functions to enhance alignment and scale.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Recruit, onboard and enable new partners into the Harness ecosystem.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborate closely with Harness field sales leaders and teams to drive partner engagement.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Participate in and support business reviews with Sales Teams.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Contribute to building and promoting partner communities across Latin America. </span></li> </ul> <p><span style="font-size: 12pt;"><strong>About You</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Passionate about developing and working with the partner ecosystem.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Established partner relationships across Latin America. </span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Proven track record of quota achievement with reseller and SI partnerships.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">5 - 7 years of experience in partnership development and partner management. </span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Demonstrated ability to establish partner strategies which generate partner-led customer engagements. </span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Strong relationships with Channel, SI and Cloud partners</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Exceptional organizational skills with a demonstrated ability to outline and implement partner strategies.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Experience with MEDDPICC-based sales methodology; prior experience in a start-up environment is preferred.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">History of accurate forecasting and business reporting.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Proficient in using Salesforce and other sales-oriented tracking tools.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">A leader who embodies and promotes the Harness Values.</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Work Location</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">This is a hybrid role. Preferred locations are São Paulo, Brazil OR Mexico City, Mexico. </span></li> </ul> <p><span style="font-size: 12pt;"><strong>What You Will Have at Harness</strong></span></p> <ul> <li style="font-size: 12