Key skills
SaaSLeadershipCommunicationSales
About this role
Role Overview
- Recruit, onboard, and activate high-potential West Coast reseller and MSSP partners
- Develop and manage partner-generated pipeline within assigned region
- Clearly articulate Harmonic’s value proposition to the partner community
- Lead partner training, enablement sessions, and co-selling motions
- Drive participation in partner events and industry programs to increase reach
- Partner with Sales leadership to forecast partner-created opportunities
- Build brand awareness and advocacy across the channel ecosystem
- Provide structured insights back to Sales, Marketing, and Product to inform strategy
Requirements
- 7+ years of partner/channel experience, ideally in security or enterprise SaaS
- Proven ability to develop and manage productive relationships with key executives at targeted resellers
- Demonstrated track record of generating pipeline through partner communities
- Experience onboarding, training, and enabling partners in a fast-moving environment
- Ability to drive market events and demonstrate measurable ROI
- Strong communication skills with the ability to influence without authority
- High energy, disciplined execution, and comfort with early-stage ambiguity
- Willingness to travel throughout the West Coast region
- Existing Partner relationships to boost recruitment
Benefits
- Competitive pay and meaningful equity with a direct stake in Harmonic’s success
- Comprehensive benefits including health, dental, vision and 401k matching
- A small, passionate team that values transparency, creativity, and learning
- Thoughtful leadership that cares deeply about growth, impact, and people
- Annual global offsites (past trips include Lisbon and Nashville)
- The chance to directly shape both our product and our culture as we build a category-defining company