Channel Account Manager

AI is being run everywhere, by humans and agents. Harmonic Security governs all of it. The AI Governance and Control (AIGC) platform understands user / agent intent and data context in real time, giving security teams visibility and control across every tool and workflow so companies can move faster with AI while minimizing risk. We operate in one of the fastest-moving spaces in tech: the emerging intersection of AI and cybersecurity. It's a market still being defined, and we're among the first to build natively for it - protecting sensitive data in real time, at the endpoint, with minimal friction for the teams using it. Enterprises get full visibility and control. Their people get to innovate without guardrails slowing them down. Named to the Rising in Cyber 2026 list, Harmonic is gaining serious recognition and serious traction. We're led by deep cybersecurity expertise and backed by investors who know the space: N47, Ten Eleven Ventures, and In-Q-Tel . As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build. How We Work: AI-First by Design Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to that same standard. Everyone here actively leverages AI tools to perform their best work — from deep research and writing to building robust processes and automating complex workflows. We expect every new hire to bring a genuine curiosity for AI and a commitment to using it to work smarter, faster, and with greater creativity. For some, this involves tinkering and remaining open to emerging tools; for others, it means architecting entirely new systems with AI at the core. We will be transparent about expectations for every role and provide the tools and support needed for you to thrive. 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 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 Harmonic gains broader brand recognition across the partner ecosystem A repeatable partner enablement and activation model is established 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 Why Join Us This isn't just a job - it's a chance to help define a category, and to build the US chapter of that story from its first page. We're building at the intersection of AI and security, carving out an emerging market where the rules haven't been written yet, and the people who join now will write them. 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. 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 Harmonic’s Core Values 🌱 Flourish in the Unknown We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. 🔥 Never Full We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more. 🤝 Perfect Harmony We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work