Lead Channel Partner

Francisco Partners; Burlington (MA); On-site; USD 104,200 - 156,300; Full time

Job summary

Black Duck Software, Inc. is seeking a high-impact Lead Channel Partner for the Northeast & Central US to drive indirect revenue through a partner-led go-to-market.

You will manage resell partners, hyperscalers, and GSIs, building JBPs and ensuring active engagement with sales and technical teams. The ideal candidate has 7–10+ years in channel and partner sales, cybersecurity, and a track record of pipeline growth through indirect channels.

Qualifications

• 7–10+ years in partner sales, channel management or alliances in cybersecurity or enterprise software.
• Proven success with national resell partners (GuidePoint, Optiv, Trace3, Defy Security).
• Experience with hyperscalers (AWS, Google Cloud) and GSIs.
• Strong understanding of partner economics, deal registration, and marketplaces.
• Ability to build pipeline and drive revenue through indirect channels.
• Excellent executive presence, communication and negotiation skills.
• Ability to operate in a matrixed org and influence without authority.
• Preferred: AppSec/DevSecOps or software supply chain security experience.
• Familiar with cloud marketplaces and co-sell programs.
• Experience creating and executing joint GTM strategies with multiple partner types.

Responsibilities

• Own and execute the regional partner strategy to drive pipeline and revenue.
• Build JBPs with GuidePoint, Optiv, AWS, Google Cloud, and GSIs.
• Establish metrics for pipeline, ARR, influenced revenue, and deals.
• Develop deep executive and field relationships with partner teams.
• Drive co-sell motions and marketplace opportunities with hyperscalers.
• Ensure visibility of cloud marketplace programs and incentives.
• Collaborate with internal teams to align regional execution.

Skills

Partner sales

Channel management

Alliances

Cybersecurity

Enterprise software

Job description

Overview

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.

Role

Lead Channel Partner – Northeast & Central (US)

Overview

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, 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 Responsibilities

• Partner Strategy & Revenue Growth: 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)


• Resell Partner Management (GuidePoint, Optiv, Trace3, Defy Security): 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


• Hyperscaler Co-Sell Motion (AWS & Google Cloud): 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


• Global SI Engagement: 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


• Cross-Functional Collaboration: 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

Qualifications

• Required: 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, Trace3, Defy Security etc.)


• Hyperscalers (AWS, Google Cloud)


• 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


• Preferred: 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

Key Competencies

• Strategic thinker with strong execution discipline


• Data-driven mindset with focus on pipeline and ROI


• Strong relationship builder across partner and internal ecosystems


• High accountability and ownership mentality


• Ability to thrive in a fast-paced, high-growth environment

Success Metrics

• Partner-sourced and influenced pipeline and ARR growth


• Hyperscaler co-sell and marketplace revenue contribution


• Reseller engagement levels and field alignment effectiveness


• GSI pipeline contribution and solution adoption


• ROI on partner investments (MDF, campaigns, enablement)

Location & Travel

Based in the Northeast or Central

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.

Pay Range

$104,200 — $156,300 USD

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.