Channel Account Manager
About the role
We are hiring our first East 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
- 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
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
- Harmomic gains broader brand recognition across the partner ecosystem
- A repeatable partner enablement and activation model is established
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.
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
Why Join Us
- Recognized momentum - We made the Rising in Cyber 2026 list, a signal that the market is taking notice
- Rare market opportunity - Join early in a category-defining company at the convergence of AI and security, where your work directly shapes how enterprises tackle one of the biggest unsolved problems in tech
- 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