Harmonic Security · 3 weeks ago
Channel Account Manager
United States
Full-time
Remote
Senior Level
$113K/yr - $190K/yr
7+ years expHarmonic Security is a company focused on enabling safe adoption of AI tools by protecting sensitive data. They are seeking a Channel Account Manager to lead the development of a partner ecosystem on the West Coast, driving recruitment and enablement to contribute to the company's growth in AI security.
Cyber SecurityGenerative AIInternetNetwork SecuritySecurity
Responsibilities
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
Qualification
Required
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
Preferred
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
Company
Harmonic Security
Harmonic Security specializes in data protection, providing tools to easily monitor and safeguard sensitive data.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$24.5MKey Investors
N47IQTTen Eleven Ventures
2024-10-02Series A· $17.5M
2024-05-01Seed
2023-10-19Seed· $7M
Leadership Team
Alastair Paterson
Chief Executive Officer
Bryan Woolgar-O'Neil
Chief Technology Officer
Recent News
Help Net Security
2025-11-01
London Evening Standard
2025-10-11
2025-09-19
Company data provided by crunchbase