VP/Director of Channel Partnerships

About Harmony Harmony gives every employee an always-on expert for every service request, inside the tools they already use. Deployed inside Slack and Microsoft Teams, its agents draw on a context graph connecting each employee's identity, devices, applications, and history, resolving requests across IT, HR, finance, procurement, and legal automatically, before a ticket ever opens. With 100+ prebuilt agents that deploy in days, not months, and a 70% no-touch resolution rate, Harmony removes the manual work from enterprise service without removing the humans who should own the hard problems. Built for IT and HR teams that are done waiting for their service platform to catch up with the rest of the business. ABOUT THE ROLE This is Harmony's first Director of Channel Partnerships. You'll own the strategy, programs, and relationships that make partners a meaningful source of Harmony's pipeline and revenue. You'll be a hands-on builder: recruiting and managing partners, closing partner-sourced deals alongside our Account Executives, and putting the program foundation in place as you go. The role is accountable to pipeline generation, quota attainment and revenue growth goals - driving sales outcomes through partnerships. You won't be starting from a blank page. Harmony already has active reseller partners generating pipeline and closed revenue, 100+ live product integrations with category-leading platforms across identity, device management, security, HRIS, and knowledge management, and a live AWS Marketplace listing. What's missing is the formal program around that momentum: tiering, partner agreements, deal registration, enablement, and named alliance relationships. Building that is your job. The AI-native enterprise service management category is still being sorted into winners, and partners are choosing which vendors to standardize on right now. A focused, credible partner program is a competitive advantage, and you will build it with discipline: a small number of well-matched, well-enabled partners rather than a large roster of inactive ones. WHAT YOU'LL DO Own channel and alliances strategy - Own and evolve Harmony's channels and alliances strategy across resellers, system integrators (SI), managed service providers (MSP), distributors, technology alliances, and cloud marketplaces - Define ideal partner profiles (geography, vertical, size, and capabilities) and build ranked target lists for each partner type - Sequence the build-out in phases matched to Harmony's stage, and set clear targets for partner-sourced and partner-influenced pipeline and revenue - Build the business case for partner investments, including incentives and marketing development funds (MDF) Build and scale the reseller and SI/MSP channel - Formalize and grow our existing reseller relationships, using what works today as the template for what comes next - Recruit a focused set of new resellers, SIs, and MSPs against explicit partner criteria, and drive each to its first closed deal quickly - Design and launch a simple, tiered partner program (starting with authorized and premier reseller tiers) with clear margins, requirements, and benefits - Create the partner agreement, deal registration process, and rules of engagement between partners and our direct sales team - Partner with Account Executives and Solution Engineers to co-sell and close partner-sourced opportunities Turn technology integrations into alliances - Convert Harmony's highest-value existing integrations into named alliance relationships with joint go-to-market listings, co-marketing, and co-selling motions - Prioritize alliance partners based on prevalence in our customer base and category leadership - Secure listings in partner marketplaces and directories, and build joint content and campaigns with Marketing - Work with Product and Engineering on integration priorities that strengthen alliance relationships Activate cloud marketplace co-sell - Activate Harmony's AWS Marketplace listing and private offer motion so customers can buy Harmony against their existing cloud commitments - Build co-sell relationships with hyperscaler partner teams and evaluate additional marketplaces as demand warrants Enable partners and run partner operations - Build partner onboarding, sales and technical enablement, and certification, in partnership with Solution Engineering and Customer Engineering - Partner with Revenue Operations to track partner-sourced and partner-influenced pipeline and revenue natively in Salesforce - Report on partner performance, including partner-sourced revenue as a share of total, active partners, and time-to-first-deal for new partners - Evolve tiering, tooling, and a partner portal as the program scales REQUIRED QUALIFICATIONS - 8+ years in channel sales, partnerships, or alliances at a B2B, IT-focused SaaS company, with at least 3 years in a senior or lead role - Track record of building a channel or alliance program from early stage, not only managing a mature one - Proven results recruiting, enabling, and growing resellers, VARs, or MSPs into consistent sources of partner-sourced revenue - Experience building technology alliances with ISVs, including joint go-to-market, co-marketing, and co-selling - Hands-on experience designing partner program structures, agreements, margins, and deal registration - while also being an expert at managing and minimizing channel conflict - Strong commercial skills and comfort carrying a number and closing deals in partnership with our direct sales teams - our channel motion will be fully integrated with our AE and SE teams (joint selling) - Excellent marketing collaboration skills and the ability to influence and/or drive partner marketing and investment programs (e.g. MDF) - Strong analytical skills and comfort with SaaS and partner metrics (ARR, pipeline coverage, partner-sourced vs. influenced revenue) - Excellent written and verbal communication, including presenting to executives and partner leadership - Comfort with ambiguity and full ownership as a hands-on individual contributor - Able to work from our New York City office on a hybrid schedule PREFERRED QUALIFICATIONS - Experience at an early-stage B2B SaaS company (Seed to Series C), ideally as the first channel or partnerships hire - Experience in ITSM, ESM, or AI-native service management, or with partners in that ecosystem - Existing relationships with resellers, MSPs, or alliance teams at identity, device management, security, or HRIS platforms - Experience with AWS Marketplace private offers and hyperscaler co-sell programs - Experience supporting international partners (EMEA and Israel) - Familiarity with tools such as Salesforce partner management, Gong, and partner relationship management (PRM) platforms WHAT WE OFFER - Competitive salary and equity - Comprehensive medical, dental, and vision coverage - 401(k), with company matching - Top-tier in-office gear, and - Many more Equal Employment Opportunity Harmony is an equal opportunity employer. We celebrate the diverse backgrounds, perspectives, and experiences that make our team stronger. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, pregnancy, veteran status, or any other characteristic protected by applicable federal, state, or local law.