Senior Channel Partnerships Leader — Cybersecurity

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

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.