Partner Development Lead

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 SummaryAs a Partner Development Lead at Harness, you'll be at the forefront of building and scaling our global partner ecosystem—driving joint go-to-market success with strategic system integrators (SIs) and global consulting partners. You'll own the full lifecycle of partner engagement—from defining joint value propositions and co-sell motions to enabling partners with the tools and resources needed to deliver customer success. This role is equal parts strategic and hands-on: you'll collaborate cross-functionally with Sales, Marketing, and Product teams to accelerate partner-sourced revenue, deepen relationships with key GSIs, and execute measurable growth initiatives that amplify Harness' presence across the DevOps and AI-driven software delivery landscape.About the roleDevelop and manage select SI partners, including defining joint value propositions, co-sell motions, partner marketing, and pipeline generation.Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives.Lead structured weekly pipeline calls with the GSI to review opportunity status, address roadblocks, and accelerate movement through the sales cycle.Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure that partner strategies align with company and product priorities.Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption.Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes.Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth.Enable partners by coordinating with Education + Enablement + Product teams to deliver training, resources, and ongoing support to effectively sell and implement Harness.About you6+ years in partnerships/alliances with a strong sales orientation within SaaS and DevOps; proven track record building and growing GTM partnerships in fast-moving environments.3+ years of direct sales, channel sales, or channel management experience.Experience or exposure to GSI partnerships, including solution building, co-sell, and program governance.Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress.Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones.Measured on quota attainment with MBOs such as number of certified resources. Launched/managed, pipeline generated, and timely completion of operational and strategic initiativesWhat You Will Have at HarnessExperience building a transformative productEnd-to-end ownership of your projectsCompetitive salaryComprehensive healthcare benefitFlexible work scheduleQuarterly Harness TGIF-Off / 4 daysPaid Time Off and Parental LeaveMonthly, quarterly, and annual social and team building eventsMonthly internet reimbursement Harness in the news:Harness AI Tackles Software Development's Real BottleneckAfter 'Vibe Coding' Comes 'Vibe Testing' (Almost)Startup Within a Startup: Empowering Intrapreneurs for Scalable Innovation - Jyoti Bansal (Harness)Jyoti Bansal, Harness | theCUBEd AwardsEight years after selling AppDynamics to Cisco, Jyoti Bansal is pursuing an unusual mergerHarness snags , as it goes all in on feature flags and experimentsExclusive: Jyoti Bansal-led Harness has raised $150 million in debt financingAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.Note on Fraudulent Recruiting/OffersWe 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 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  You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission's website ), or you can contact your local law enforcement agency.