Channel Account Manager

Harmonic Security; Arizona; Remote; USD 113,000 - 190,000; Full time

Benefits offered by this job

Competitive pay

Health, dental, and vision benefits

401k matching

Annual global offsites

Job summary

A cybersecurity firm is seeking a West Coast Channel Account Manager to drive recruitment and develop partnerships that will expand market presence. The role requires 7+ years of experience in channel sales within security or enterprise SaaS. Success will include significant partner-generated opportunities and increased regional revenue. Competitive pay, benefits, and the chance to shape the company culture are offered.

Qualifications

• 7+ years of partner/channel experience in security or enterprise SaaS.
• Proven ability to develop productive relationships with key executives.
• Experience onboarding, training, and enabling partners.

Responsibilities

• Recruit and onboard high-potential West Coast reseller and MSSP partners.
• Develop partner-generated pipeline.
• Lead partner training and enablement sessions.

Skills

Partner/channel experience

Relationship management

Pipeline generation

Training and enabling partners

Strong communication skills

High energy and execution

Existing partner relationships

Job description

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