Head of Strategic Tech Alliances

Black Duck; United States; On-site; USD 250,000 - 420,000; Full time

Job summary

Black Duck Software seeks a Senior Director of Strategic Technology Alliances to build and scale its technology partnership ecosystem across AI, DevSecOps, cloud platforms, and software supply chain security. This leadership role defines alliance strategy and drives executive relationships to accelerate growth and customer value.

You will own the full partnership lifecycle from discovery to scale, collaborating with Product, Engineering, Legal, and Executive Leadership to establish governance,

Qualifications

• Prior experience building a Strategic Alliances Program and Team for an Enterprise Software Company, preferably in Application Security.
• Bachelor's degree or equivalent professional experience.
• 10+ years of technology partnerships, strategic alliances, business development, or ecosystem leadership within SaaS or enterprise software.
• Proven success building and scaling partnership functions from concept to execution.
• Experience leading and negotiating complex strategic agreements with deal values exceeding $5M.
• Proven track record driving partnership-attributed revenue, co-sell motions, and strategic market expansion.
• Experience structuring revenue-sharing models, licensing agreements, IP frameworks, and commercial partnership terms.
• Strong executive presence with the ability to influence senior stakeholders internally and externally.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to lead highly complex initiatives through influence, alignment, and operational rigor.

Responsibilities

• Establish and execute the long-term vision, operating model, and growth strategy for Black Duck's technology alliance ecosystem.
• Develop a strategic framework for evaluating build, buy, and partner opportunities that strengthens market position.
• Create and manage a portfolio of strategic technology alliances and product partnerships across AI, DevSecOps, developer tools, cloud platforms, and ASPM ecosystems.
• Conduct ongoing competitive and ecosystem analysis to identify emerging partnership opportunities and market trends.
• Own the full partnership lifecycle, from identification and qualification through negotiation, launch, adoption, and scale.
• Build executive-level relationships with leading technology providers, cloud platforms, AI innovators, and developer ecosystems.
• Lead complex commercial negotiations involving revenue sharing, IP rights, and go-to-market commitments.
• Partner with Legal, Product, and Executive Leadership to structure agreements that maximize value.
• Define and track metrics including integration adoption, partner-sourced pipeline, influenced revenue, and ecosystem growth.
• Develop scalable playbooks to move partnerships from Discovery to Pilot to Commercialization to Scale.

Skills

Executive presence

Negotiation

Relationship-building

Strategic thinking

Cross-functional leadership

Communication

Ecosystem thinking

Influence without authority

Deal structuring

Education

Bachelor's degree or equivalent

Tools

AWS

Azure

Google Cloud

OpenAI

GitHub

GitLab

Atlassian

Job description

Black Duck Software seeks a Senior Director of Strategic Technology Alliances to build and scale its technology partnership ecosystem across AI, DevSecOps, cloud platforms, and software supply chain security. This leadership role defines alliance strategy and drives executive relationships to accelerate growth and customer value.

You will own the full partnership lifecycle from discovery to scale, collaborating with Product, Engineering, Legal, and Executive Leadership to establish governance,