Senior Director, Strategic Tech Alliances & Growth

Black Duck; Dallas (TX); On-site; USD 180,000 - 240,000; Full time

Job summary

Black Duck Software, Inc. seeks a Senior Director of Strategic Technology Alliances to build and scale its technology partnership ecosystem.

This leadership role will define alliance strategy, manage a portfolio of strategic partnerships, and drive integration-led growth across AI, DevSecOps, and cloud platforms. You will lead negotiations, collaborate with Legal and Executives, and shape Black Duck’s ecosystem strategy to maximize business value and market impact.

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 experience within SaaS or enterprise software
• Demonstrated 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 alliance strategy and operating model for Black Duck’s technology partnerships
• Develop a framework to evaluate build, buy, and partner opportunities
• Manage a portfolio of strategic alliances across AI, DevSecOps, developer tools, cloud platforms, and related ecosystems
• Lead end-to-end partnership lifecycle from identification to scale
• Build executive-level relationships with technology providers and cloud platforms
• Negotiate complex agreements including revenue sharing, IP rights, and GTM commitments
• Drive integration-led growth through collaboration with product and engineering teams
• Define metrics for adoption, pipeline, revenue influence, and ecosystem growth
• Establish governance, scoring, and KPI dashboards to measure results

Skills

Strategic partnerships

Executive presence

Negotiation

Business development

Ecosystem analysis

Education

Bachelor’s degree or equivalent

Job description

Black Duck Software, Inc. seeks a Senior Director of Strategic Technology Alliances to build and scale its technology partnership ecosystem.

This leadership role will define alliance strategy, manage a portfolio of strategic partnerships, and drive integration-led growth across AI, DevSecOps, and cloud platforms. You will lead negotiations, collaborate with Legal and Executives, and shape Black Duck’s ecosystem strategy to maximize business value and market impact.