Senior Director, Strategic Technology Alliances & Growth

Black Duck; New York (NY); On-site; USD 170,000 - 230,000; Full time

Job summary

Black Duck develops security and software supply chain solutions. The Senior Director of Strategic Technology Alliances will establish and scale the technology partnership ecosystem, define alliance strategy, and drive growth through transformative partnerships and integrations.

The role requires executive collaboration with Product, Engineering, Sales, Marketing, Legal, and the C-suite to shape ecosystem strategy and market influence.

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

• Build and Lead Black Duck’s Technology Alliance Strategy
• Own the full partnership lifecycle, from identification and qualification through negotiation, launch, adoption, and scale
• Build executive-level relationships with leading technology providers, cloud platforms, AI innovators, and developer ecosystems
• Lead complex commercial negotiations involving revenue sharing, IP rights, go-to-market commitments, licensing structures, exclusivity arrangements, and strategic investments
• Partner with Legal, Product, and Executive Leadership to structure agreements that maximize business value and market impact
• Champion partnerships that drive meaningful product integrations, customer adoption, revenue growth, and competitive advantage
• Collaborate with Product and Engineering teams to prioritize and operationalize strategic integrations
• Define and track metrics including integration adoption, partner-sourced pipeline, influenced revenue, customer engagement, and ecosystem growth
• Develop scalable playbooks that move partnerships from Discovery to Pilot to Commercialization to Scale
• Create governance processes, scorecards, stage-gate frameworks, executive steering committees, QBRs, and KPI dashboards
• Establish disciplined operating rhythms that enable transparency, accountability, and measurable business outcomes
• Influence and align cross-functional stakeholders without direct authority across Sales, Product, Marketing, Engineering, Finance, and Legal
• Serve as Black Duck’s primary executive leader for technology alliance strategy and ecosystem expansion

Skills

Strategic partnerships

Business development

Negotiation

Executive presence

Leadership

SaaS/enterprise software

Ecosystem growth

Cross-functional collaboration

Education

Bachelor’s degree

Tools

AWS

Azure

Google Cloud

OpenAI

GitHub

Job description

Black Duck develops security and software supply chain solutions. The Senior Director of Strategic Technology Alliances will establish and scale the technology partnership ecosystem, define alliance strategy, and drive growth through transformative partnerships and integrations.

The role requires executive collaboration with Product, Engineering, Sales, Marketing, Legal, and the C-suite to shape ecosystem strategy and market influence.