About the RoleThis is Harmony's first Director of Channel Partnerships. You'll own the strategy, programs, and relationships that make partners a meaningful source of Harmony's pipeline and revenue. You'll be a hands-on builder: recruiting and managing partners, closing partner-sourced deals alongside our Account Executives, and putting the program foundation in place as you go. The role is accountable to pipeline generation, quota attainment and revenue growth goals - driving sales outcomes through partnerships.
You won't be starting from a blank page. Harmony already has active reseller partners generating pipeline and closed revenue, 100+ live product integrations with category-leading platforms across identity, device management, security, HRIS, and knowledge management, and a live AWS Marketplace listing. What's missing is the formal program around that momentum: tiering, partner agreements, deal registration, enablement, and named alliance relationships. Building that is your job.
The AI-native enterprise service management category is still being sorted into winners, and partners are choosing which vendors to standardize on right now. A focused, credible partner program is a competitive advantage, and you will build it with discipline: a small number of well-matched, well-enabled partners rather than a large roster of inactive ones.
What You'll DoOwn channel and alliances strategy- Own and evolve Harmony's channels and alliances strategy across resellers, system integrators (SI), managed service providers (MSP), distributors, technology alliances, and cloud marketplaces
- Define ideal partner profiles (geography, vertical, size, and capabilities) and build ranked target lists for each partner type
- Sequence the build-out in phases matched to Harmony's stage, and set clear targets for partner-sourced and partner-influenced pipeline and revenue
- Build the business case for partner investments, including incentives and marketing development funds (MDF)
Build and scale the reseller and SI/MSP channel- Formalize and grow our existing reseller relationships, using what works today as the template for what comes next
- Recruit a focused set of new resellers, SIs, and MSPs against explicit partner criteria, and drive each to its first closed deal quickly
- Design and launch a simple, tiered partner program (starting with authorized and premier reseller tiers) with clear margins, requirements, and benefits
- Create the partner agreement, deal registration process, and rules of engagement between partners and our direct sales team
- Partner with Account Executives and Solution Engineers to co-sell and close partner-sourced opportunities
Turn technology integrations into alliances- Convert Harmony's highest-value existing integrations into named alliance relationships with joint go-to-market listings, co-marketing, and co-selling motions
- Prioritize alliance partners based on prevalence in our customer base and category leadership
- Secure listings in partner marketplaces and directories, and build joint content and campaigns with Marketing
- Work with Product and Engineering on integration priorities that strengthen alliance relationships
Activate cloud marketplace co-sell- Activate Harmony's AWS Marketplace listing and private offer motion so customers can buy Harmony against their existing cloud commitments
- Build co-sell relationships with hyperscaler partner teams and evaluate additional marketplaces as demand warrants
Enable partners and run partner operations- Build partner onboarding, sales and technical enablement, and certification, in partnership with Solution Engineering and Customer Engineering
- Partner with Revenue Operations to track partner-sourced and partner-influenced pipeline and revenue natively in Salesforce
- Report on partner performance, including partner-sourced revenue as a share of total, active partners, and time-to-first-deal for new partners
- Evolve tiering, tooling, and a partner portal as the program scales
Required Qualifications- 8+ years in channel sales, partnerships, or alliances at a B2B, IT-focused SaaS company, with at least 3 years in a senior or lead role
- Track record of building a channel or alliance program from early stage, not only managing a mature one
- Proven results recruiting, enabling, and growing resellers, VARs, or MSPs into consistent sources of partner-sourced revenue
- Experience building technology alliances with ISVs, including joint go-to-market, co-marketing, and co-selling
- Hands-on experience designing partner program structures, agreements, margins, and deal registration - while also being an expert at managing and minimizing channel conflict
- Strong commercial skills and comfort carrying a number and closing deals in partnership with our direct sales teams - our channel motion will be fully integrated with our AE and SE teams (joint selling)
- Excellent marketing collaboration skills and the ability to influence and/or drive partner marketing and investment programs (e.g. MDF)
- Strong analytical skills and comfort with SaaS and partner metrics (ARR, pipeline coverage, partner-sourced vs. influenced revenue)
- Excellent written and verbal communication, including presenting to executives and partner leadership
- Comfort with ambiguity and full ownership as a hands-on individual contributor
- Able to work from our New York City office on a hybrid schedule
Preferred Qualifications- Experience at an early-stage B2B SaaS company (Seed to Series C), ideally as the first channel or partnerships hire
- Experience in ITSM, ESM, or AI-native service management, or with partners in that ecosystem
- Existing relationships with resellers, MSPs, or alliance teams at identity, device management, security, or HRIS platforms
- Experience with AWS Marketplace private offers and hyperscaler co-sell programs
- Experience supporting international partners (EMEA and Israel)
- Familiarity with tools such as Salesforce partner management, Gong, and partner relationship management (PRM) platforms
What We Offer- Competitive salary and equity
- Comprehensive medical, dental, and vision coverage
- 401(k), with company matching
- Top-tier in-office gear, and
- Many more
