Lead Channel Partner

Black Duck Software, Inc.•Burlington, MA

3h•$104,200 - $156,300•Remote

About The Position

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle. We are seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the United States. This role will be responsible for developing and executing a partner-led go-to-market strategy with a focused set of strategic resell partners (GuidePoint Security, Optiv), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs). The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional stakeholders and drive measurable pipeline and revenue through partners.

Requirements

7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software
Proven success working with: National resell partners (e.g., GuidePoint, Optiv, CDW, etc.)
Proven success working with: Hyperscalers (AWS, Google Cloud)
Proven success working with: Global Systems Integrators
Strong understanding of partner economics, deal registration, and marketplace models
Demonstrated ability to build pipeline and drive revenue through indirect channels
Excellent executive presence, communication, and negotiation skills
Ability to operate in a matrixed organization and influence without authority

Nice To Haves

Experience in Application Security (AppSec), DevSecOps, or software supply chain security
Familiarity with cloud marketplaces and co-sell programs
Experience developing and executing joint GTM strategies with multiple partner types

Responsibilities

Own and execute the regional partner strategy to drive net-new pipeline and revenue through resell, hyperscaler, and SI channels
Build joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectives
Establish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity)
Develop deep executive and field-level relationships across sales, technical, and leadership teams
Drive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generation
Enable partner sellers through training, certifications, and joint account planning
Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions
Drive co-sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives
Ensure strong visibility and utilization of cloud marketplace programs and incentives
Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives
Identify and scale repeatable solution plays and industry use cases
Partner with internal alliances teams to align global strategy with regional execution
Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagement
Drive MDF planning and ROI tracking to optimize partner investments
Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities