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.

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—you won't have a playbook for everything, sometimes you'll help write it.

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.

• 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.

• 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.

• 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.

• 3–5 years in channel partnerships or business…