Note: The job is a remote job and is open to candidates in USA. Harmonic Security is a pioneering company at the intersection of AI and cybersecurity, focusing on AI Governance and Control (AIGC). They are seeking an East Coast Channel Account Manager to lead partner recruitment, onboarding, and pipeline development, driving growth within a rapidly expanding partner community.
Responsibilities
- Recruit, onboard, and activate high-potential West Coast reseller
- Develop and manage partner-generated pipeline within assigned region
- Clearly articulate Harmonic’s value proposition to the partner community
- 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
Skills
- 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
- 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 - A real stake in Harmonic's success, not a token gesture
- Comprehensive benefits - 401K, pension plan, generous PTO, and flexible hybrid work
- A small, high-trust team that values transparency, creativity, and continuous learning - no politics, no bureaucracy
- Thoughtful leadership - that cares deeply about your growth, not just your output
- Annual global off-sites - past trips include Lisbon, Portugal and Nashville, TN
- Real ownership - you'll shape a new part of the company, its culture, and its direction from day one
Company Overview