Lead Channel Partner
- SAST
- DAST
- DevSecOps
- AWS
- GCP
- AppSec
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.
Lead Channel Partner– Northeast & Central (US) OverviewWe 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, Trace3, Defy Security), 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. Key ResponsibilitiesPartner Strategy & Revenue Growth Own and execute the regional partner strategy to drive net-new pipeline and revenue through resell, hyperscaler, and SI channelsBuild joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectivesEstablish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity) Resell Partner Management (GuidePoint, Optiv, Trace3, Defy Security) Develop deep executive and field-level relationships across sales, technical, and leadership teamsDrive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generationEnable partner sellers through training, certifications, and joint account planning Hyperscaler Co-Sell Motion (AWS & Google Cloud) Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactionsDrive co-sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiativesEnsure strong visibility and utilization of cloud marketplace programs and incentives Global SI Engagement Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiativesIdentify and scale repeatable solution plays and industry use casesPartner with internal alliances teams to align global strategy with regional execution Cross-Functional Collaboration Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagementDrive MDF planning and ROI tracking to optimize partner investmentsProvide regular updates to leadership on pipeline performance, partner health, and growth opportunities  QualificationsRequired 7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise softwareProven success working with: National resell partners (e.g., GuidePoint, Optiv, Trace3, Defy Security etc.)Hyperscalers (AWS, Google Cloud)Global Systems Integrators  Strong understanding of partner economics, deal registration, and marketplace modelsDemonstrated ability to build pipeline and drive revenue through indirect channelsExcellent executive presence, communication, and negotiation skillsAbility to operate in a matrixed organization and influence without authority Preferred Experience in Application Security (AppSec), DevSecOps, or software supply chain securityFamiliarity with cloud marketplaces and co-sell programsExperience developing and executing joint GTM strategies with multiple partner types  Key Competencies Strategic thinker with strong execution disciplineData-driven mindset with focus on pipeline and ROIStrong relationship builder across partner and internal ecosystemsHigh accountability and ownership mentalityAbility to thrive in a fast-paced, high-growth environment  Success Metrics Partner-sourced and influenced pipeline and ARR growthHyperscaler co-sell and marketplace revenue contributionReseller engagement levels and field alignment effectivenessGSI pipeline contribution and solution adoptionROI on partner investments (MDF, campaigns, enablement)  Location & Travel Based in the Northeast or CentralÂThe base salary range across the U.S. for this role is between $112,400-168,600. In addition, this role is eligible for a commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.Â
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Pay Range$112,400—$168,600 USDBlack Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Lead Channel Partner · Black Duck Software, Inc.