Senior Director, Tech Alliances & Partnerships

Black Duck; Northern (KY); Hybrid; USD 160,000 - 230,000; Full time

Job summary

Black Duck Software, Inc. is seeking a Senior Director of Strategic Technology Alliances to establish and scale our technology partnership ecosystem. You will define alliance strategy, build transformative relationships, and create integration-led growth opportunities that accelerate innovation, customer value, and revenue.

This role partners with Product, Engineering, Sales, Marketing, Legal, and Executive Leadership to shape Black Duck’s ecosystem strategy and market influence.

Qualifications

• 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 and execute the long-term vision, operating model, and growth strategy for Black Duck’s technology alliance ecosystem.
• 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.
• 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.

Skills

Strategic Partnerships

Executive Communication

Negotiation

Ecosystem Development

SaaS Partnerships

Alliance Lifecycle Management

Education

Bachelor’s degree or equivalent experience

Job description

Black Duck Software, Inc. is seeking a Senior Director of Strategic Technology Alliances to establish and scale our technology partnership ecosystem. You will define alliance strategy, build transformative relationships, and create integration-led growth opportunities that accelerate innovation, customer value, and revenue.

This role partners with Product, Engineering, Sales, Marketing, Legal, and Executive Leadership to shape Black Duck’s ecosystem strategy and market influence.