Regional Channel Partner Lead - Cybersecurity

Blackduck; Chicago (IL); On-site; USD 112,400 - 168,600; Full time

Job summary

Black Duck Software, Inc. seeks a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions in the United States.

This role will develop and execute a partner-led GTM with strategic resell partners, hyperscalers, and GSIs to accelerate pipeline and revenue through partners. The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional

Qualifications

• 7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software.
• Proven success working with national reseller partners (GuidePoint, Optiv, Trace3, Defy Security etc.)
• Experience with hyperscalers (AWS, Google Cloud)
• Experience engaging 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

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 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

Skills

Partner sales

Channel management

Alliances

Executive presence

Negotiation

Matrixed organization

Job description

Black Duck Software, Inc. seeks a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions in the United States.

This role will develop and execute a partner-led GTM with strategic resell partners, hyperscalers, and GSIs to accelerate pipeline and revenue through partners. The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional