LeadChannelPartner

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle. Lead Channel Partner– Northeast & Central (US) Overview We are seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the United States. This role will be responsible for developing and executing a partner-led go-to-market strategy with a focused set of strategic resell partners (GuidePoint Security, Optiv), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs). The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional stakeholders and drive measurable pipeline and revenue through partners. Key Responsibilities Partner Strategy & Revenue Growth Own and execute the 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 corporate growth objectives Establish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity) Resell Partner Management (GuidePoint & Optiv) 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