Channel Account Manager

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.

As we expand our go-to-market motion, channel partnerships are becoming a critical accelerant for Harmonic’s growth. This role will shape how we engage, enable, and scale a high-impact partner ecosystem on the West Coast—helping define a foundational revenue engine for a company building an entirely new category in AI security.

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 now 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 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:
Why Join Us

This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life.

• 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.