Senior Channel Partner – Cybersecurity & AppSec

Black-Duck-Software; Chicago (IL); On-site; USD 112,000 - 169,000; Full time

Job summary

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

You will develop and execute a partner-led go-to-market strategy with a focused set of resell partners, hyperscalers, and GSIs to maximize security and quality in DevSecOps. The ideal candidate has 7–10+ years in partner sales or alliances within cybersecurity or enterprise software, with proven ability to influence stakeholders

Qualifications

• 7–10+ years of experience in partner sales, channel management, or alliances.
• Proven success building pipeline with national resell partners and GSIs.
• Excellent executive presence, communication, and negotiation skills.
• Ability to operate in a matrixed organization and influence without authority.
• Experience in cybersecurity or enterprise software preferred.

Responsibilities

• Own and execute 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 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.
• 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.

Skills

Executive presence

Communication

Negotiation

Influence without authority

Relationship-building

Job description

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

You will develop and execute a partner-led go-to-market strategy with a focused set of resell partners, hyperscalers, and GSIs to maximize security and quality in DevSecOps. The ideal candidate has 7–10+ years in partner sales or alliances within cybersecurity or enterprise software, with proven ability to influence stakeholders