Lead Channel Partner at Black Duck

<div class="content-intro"><p>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.</p></div><div class="ewa-rteLine">Lead Channel Partner– Northeast &amp; Central (US)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Overview</div> <div class="ewa-rteLine">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).</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">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.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Key Responsibilities</strong></div> <div class="ewa-rteLine">Partner Strategy &amp; Revenue Growth</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Own and execute the regional partner strategy to drive net-new pipeline and revenue through resell, hyperscaler, and SI channels</div> <div class="ewa-rteLine">Build joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectives</div> <div class="ewa-rteLine">Establish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Resell Partner Management (GuidePoint &amp; Optiv)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Develop deep executive and field-level relationships across sales, technical, and leadership teams</div> <div class="ewa-rteLine">Drive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generation</div> <div class="ewa-rteLine">Enable partner sellers through training, certifications, and joint account planning</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Hyperscaler Co-Sell Motion (AWS &amp; Google Cloud)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions</div> <div class="ewa-rteLine">Drive co-sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives</div> <div class="ewa-rteLine">Ensure strong visibility and utilization of cloud marketplace programs and incentives</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Global SI Engagement</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives</div> <div class="ewa-rteLine">Identify and scale repeatable solution plays and industry use cases</div> <div class="ewa-rteLine">Partner with internal alliances teams to align global strategy with regional execution</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Cross-Functional Collaboration</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagement</div> <div class="ewa-rteLine">Drive MDF planning and ROI tracking to optimize partner investments</div> <div class="ewa-rteLine">Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Qualifications</div> <div class="ewa-rteLine">Required</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software</div> <div class="ewa-rteLine">Proven success working with:</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">National resell partners (e.g., GuidePoint, Optiv, CDW, etc.)</div> <div class="ewa-rteLine">Hyperscalers (AWS, Google Cloud)</div> <div class="ewa-rteLine">Global Systems Integrators</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Strong understanding of partner economics, deal registration, and marketplace models</div> <div class="ewa-rteLine">Demonstrated ability to build pipeline and drive revenue through indirect channels</div> <div class="ewa-rteLine">Excellent executive presence, communication, and negotiation skills</div> <div class="ewa-rteLine">Ability to operate in a matrixed organization and influence without authority</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Preferred</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Experience in Application Security (AppSec), DevSecOps, or software supply chain security</div> <div class="ewa-rteLine">Familiarity with cloud marketplaces and co-sell programs</div> <div class="ewa-rteLine">Experience developing and executing joint GTM strategies with multiple partner types</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Key Competencies</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Strategic thinker with strong execution discipline</div> <div class="ewa-rteLine">Data-driven mindset with focus on pipeline and ROI</div> <div class="ewa-rteLine">Strong relationship builder across partner and internal ecosystems</div> <div class="ewa-rteLine">High accountability and ownership mentality</div> <div class="ewa-rteLine">Ability to thrive in a fast-paced, high-growth environment</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Success Metrics</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Partner-sourced and influenced pipeline and ARR growth</div> <div class="ewa-rteLine">Hyperscaler co-sell and marketplace revenue contribution</div> <div class="ewa-rteLine">Reseller engagement levels and field alignment effectiveness</div> <div class="ewa-rteLine">GSI pipeline contribution and solution adoption</div> <div class="ewa-rteLine">ROI on partner investments (MDF, campaigns, enablement)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Location &amp; Travel</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Based in the Northeast or Central</div> <div class="ewa-rteLine">&nbsp;</div> <p>The base salary range across the U.S. for this role is between $104,200 -$156,300. 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.&nbsp;</p> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="title">Pay Range</div><div class="pay-range"><span>$104,200</span><span class="divider">&mdash;</span><span>$156,300 USD</span></div></div></div><div class="content-conclusion"><p><em>Black 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.</em></p></div>