Channel Account Manager
Harmonic Security, Phoenix, AZ, United States
Base Pay Range
$113,000.00/yr - $190,000.00/yr
About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In‑Q‑Tel.
About The Team Harmonic’s Channel & Alliances function is in its earliest phase of development. We’re building a partner‑centric motion that strengthens our reach, amplifies our brand, and accelerates enterprise adoption of Harmonic across key markets. The team works directly with Sales, Marketing, Product, and Exec leadership to cultivate partnerships that generate new pipeline, expand our presence with targeted resellers, and reinforce Harmonic’s position as the leader in AI Governance and Control (AIGC). We are hands‑on operators with a bias toward action, focused on building a scalable, repeatable partner ecosystem from the ground up.
About The Role We’re hiring our first West Coast Channel Account Manager to deepen Harmonic’s commitment to the channel and expand within a high‑potential region. This role exists because our partner community is rapidly growing, and we need a dedicated leader who can drive recruitment, onboarding, pipeline development, and enablement with precision and pace. You will own relationships with key partners, articulate the immediate value of Harmonic Security, lead partner events, and ensure partners are equipped to generate meaningful revenue impact. This is a chance to join early, influence the strategy, and build a channel program that becomes a force multiplier for Harmonic’s GTM engine.
What You’ll Do
Recruit, onboard, and activate high‑potential West Coast reseller and MSSP partners
Develop and manage partner‑generated pipeline within the 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
What Success Looks Like (6‑12 Months)
Significant growth in the number and quality of partner‑generated opportunities
Increased partner‑sourced pipeline contributing meaningfully to regional revenue
Strong, recurring engagement with key West Coast partners
Clear reporting on partner performance, contribution, and ROI
Harmonic gains broader brand recognition across the partner ecosystem
A repeatable partner enablement and activation model is established
Requirements – What You Bring
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
You Might Be a Fit If You...
Love building new programs and motions from scratch
Thrive in high‑growth, ambiguous environments where agility matters
Are energized by evangelizing a new category to partners and the broader market
Bring a strong point of view on partner success and what "great" looks like
Are hungry, proactive, and excited to help shape Harmonic’s channel DNA
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
Harmonic’s Core Values
Flourish in the Unknown: Thrive in unfamiliar situations that require initiative and rapid decision‑making
Never Full: Stay hungry for opportunities to learn, grow, and do more
Perfect Harmony: Create cohesion through collaboration, feedback, and shared success
#J-18808-Ljbffr
About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In‑Q‑Tel.
About The Team Harmonic’s Channel & Alliances function is in its earliest phase of development. We’re building a partner‑centric motion that strengthens our reach, amplifies our brand, and accelerates enterprise adoption of Harmonic across key markets. The team works directly with Sales, Marketing, Product, and Exec leadership to cultivate partnerships that generate new pipeline, expand our presence with targeted resellers, and reinforce Harmonic’s position as the leader in AI Governance and Control (AIGC). We are hands‑on operators with a bias toward action, focused on building a scalable, repeatable partner ecosystem from the ground up.
About The Role We’re hiring our first West Coast Channel Account Manager to deepen Harmonic’s commitment to the channel and expand within a high‑potential region. This role exists because our partner community is rapidly growing, and we need a dedicated leader who can drive recruitment, onboarding, pipeline development, and enablement with precision and pace. You will own relationships with key partners, articulate the immediate value of Harmonic Security, lead partner events, and ensure partners are equipped to generate meaningful revenue impact. This is a chance to join early, influence the strategy, and build a channel program that becomes a force multiplier for Harmonic’s GTM engine.
What You’ll Do
Recruit, onboard, and activate high‑potential West Coast reseller and MSSP partners
Develop and manage partner‑generated pipeline within the 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
What Success Looks Like (6‑12 Months)
Significant growth in the number and quality of partner‑generated opportunities
Increased partner‑sourced pipeline contributing meaningfully to regional revenue
Strong, recurring engagement with key West Coast partners
Clear reporting on partner performance, contribution, and ROI
Harmonic gains broader brand recognition across the partner ecosystem
A repeatable partner enablement and activation model is established
Requirements – What You Bring
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
You Might Be a Fit If You...
Love building new programs and motions from scratch
Thrive in high‑growth, ambiguous environments where agility matters
Are energized by evangelizing a new category to partners and the broader market
Bring a strong point of view on partner success and what "great" looks like
Are hungry, proactive, and excited to help shape Harmonic’s channel DNA
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
Harmonic’s Core Values
Flourish in the Unknown: Thrive in unfamiliar situations that require initiative and rapid decision‑making
Never Full: Stay hungry for opportunities to learn, grow, and do more
Perfect Harmony: Create cohesion through collaboration, feedback, and shared success
#J-18808-Ljbffr