Partner Sales Manager - DACH at Harnessinc

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. 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. 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. With a global team across 14 offices and 25 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster. Position Summary 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 This position is based in either France, Germany, Austria or Switzerland. About You • Fluency in German or French is required. • 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 MEDDPICC-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 Harness in the news: • Accelerating Our Mission to Bring AI to Everything After Code • Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation • How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal • Harness Research Shows AI Visibility Crisis Fueling Security Nightmare • Harness has been named to the Inc. Power Partner list for software delivery success All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin. Note on Fraudulent Recruiting/Offers We 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 @harness.io. 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 [Upgrade to PRO to see contact]. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website ([Upgrade to PRO to see link] or you can contact your local law enforcement agency.