Channel Partnerships Coordinator

Role Overview

We are seeking a Channel Partnerships Coordinator to help grow Harper's partner ecosystem and drive revenue through our most important channel partnerships. This role requires a genuine combination of sales experience and channel relationship-building—not one or the other. You'll enable partners—resellers, system integrators, technology partners, and cloud marketplaces—while owning the sales motion and execution that turns those relationships into shipped outcomes and real revenue. This is a US based role.

You'll be in front of partners and customers, owning the material that moves deals, and driving joint opportunities through the pipeline to close. You'll flex between managing partners and project-managing the joint initiatives, integrations, and go-to-market motions that run across them—keeping work moving, stakeholders aligned, and timelines honest. This role will report directly to our Senior Director of Partnerships, Margo McCabe.

This role will include a ramp up period, and you'll likely eventually own one or two strategic partners deeply rather than spreading thin across the full ecosystem—though scope flexes as company priorities shift. We move fast, wear many hats, and value people who flex to get things done.

On any given day, you might:

• Strategize with a partner account team on new opportunities to pursue
• Build sales material or a customized deck for a specific opp in pipeline
• Help pitch a new prospective customer (with support from Harper teammates and partner account teams)
• Check in on timelines for a pilot in flight, working closely with our forward deployed engineering team
• Flag risk on an opportunity that's slipping
• Bring customer and partner feedback to our internal product teams
• Strategize on expansion within an existing account

Harper operates as an all-hands-on-deck organization when necessary and you'll have significant support—but you'll also have significant autonomy. Success in this role means having the intuition to prioritize a long list of competing tasks, and knowing who to pull in, when, and what levers to pull to move partner sales opportunities through the pipeline.

Key Responsibilities

Partner Management & Enablement

• This is a boots on the ground role, focused on supporting and executing on the channel strategy.
• Recruit, onboard, and activate reseller and referral partners, system integrators, technology partners, and marketplace listings.
• Enable partners to sell and deliver Harper through training, collateral, deal support, and co-selling.
• Contribute to partner-sourced and partner-influenced revenue against a shared team target.
• Drive the sales motion on partner-sourced and co-sell opportunities— help to qualify, build the pitch, present to customers, and contract alongside partner and Harper teams.

Partnership Coordination & Project Management

• Support end-to-end coordination of specific channel partnerships—joint initiatives, integrations, co-marketing programs, and marketplace launches—from kickoff to delivery.
• Define scope, timelines, milestones, and success criteria for partner projects, then drive teams to hit them.
• Run kickoffs, standups, and reviews that keep work moving and partner and internal stakeholders aligned.
• Anticipate risks and dependencies, and resolve blockers before they slip the timeline.
• Establish lightweight, scalable project management practices and document repeatable playbooks for partner delivery.
• Serve as a feedback loop to Product and Engineering—surface what partners and customers are asking for, and where the platform creates friction in deals.
• Maintain pipeline hygiene and accurate forecasting in CRM for owned partner opportunities.

Cross-Functional Collaboration

• Partner with Account Managers to align on accounts and co-sell motions.
• Work with Marketing on partner campaigns, content, and events.
• Coordinate across partners, Solution Architects, Engineering, and Product to support delivery.
• Translate between technical and business stakeholders, and communicate status, decisions, and trade-offs clearly and proactively.

Qualifications

Required

• 3–5 years in channel partnerships or business development at a technology company, with sales experience. You've pitched customers and helped close deals, not just managed relationships or run programs.
• Track record coordinating partner relationships or delivering complex projects on time and on scope, with measurable outcomes such as meeting sales quotas, partner-sourced revenue, or channel-partnership targets.
• Some level of technical fluency—comfortable discussing products, APIs, and integrations, and positioning credibly with partners and engineers.
• Intellectual curiosity and self-motivation to ramp on Harper's technical platform over time—eager to keep learning the product and the space, and to grow into a credible voice with technical partners and buyers.
• Startup or early-stage experience—comfortable building process and flexing as priorities change. Must be comfortable with context switching and a fast paced environment.
• Excellent relationship-building, organization, communication, and stakeholder-management skills.
• Demonstrated ability to operate autonomously and prioritize independently across a wide, shifting set of responsibilities—you know what to do next without being told, and when to escalate or pull in help.
• Comfort presenting to and building credibility with customer-side stakeholders, from practitioners to executives.

Preferred

• Experience with Harper or developer-focused / data infrastructure products.
• A track record of building out or executing channel partnerships—whether launching a new partner motion or operating and growing an established one.
• Existing relationships with relevant SIs, resellers, or cloud providers.
• Experience fostering and building partnerships across CDN, cloud, and platform solution providers (Fastly, Akamai, GCP, etc).
• PMP, Agile/Scrum, or equivalent project management certification.
• Familiarity / experience with partner marketplaces like AWS & GCP.
• Experience utilizing AI tools to maximize efficiency, organization, and output.

Key Competencies

• Builder’s and owner’s mindset—you create motions where none exist and drive work to completion, not just to status.
• Strong organization and the ability to juggle multiple concurrent partnerships and projects.
• Relationship-building and influence across partners and internal teams.
• Technical credibility to position Harper with partners and coordinate with engineering.
• Clear, proactive communication and calm problem-solving under pressure.
• High energy, ownership, and a bias toward action.