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Lead Channel Partner

3 hours, 14 minutes ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
AWS Cybersecurity DevSecOps GCP
Apply Now
Black Duck Inn

Black Duck Inn

Black Duck Inn provides application security testing tools and services designed to help organizations build high-quality, secure software, and is recognized as a leader in the AppSec industry by Gartner and Forrester.

Internet Software & Services
1K-5K
Founded 2002
$2M raised
View All Jobs 7

Description

  • Own and execute the regional partner strategy to generate net-new pipeline and revenue through resell, hyperscaler, and systems integrator channels.
  • Build joint business plans with strategic resell partners, cloud partners, and targeted GSIs aligned to growth objectives.
  • Establish and track performance metrics such as pipeline creation, sourced ARR, influenced revenue, and deal velocity.
  • Develop executive- and field-level relationships across partner sales, technical, and leadership teams.
  • Drive partner engagement with regional account teams to strengthen deal registration discipline and pipeline generation.
  • Enable partner sellers through training, certifications, and joint account planning.
  • Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions.
  • Lead joint customer engagement, demand generation, and partner marketing initiatives for hyperscaler co-sell motions.
  • Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives.
  • Work with internal sales, marketing, alliances, and customer success teams to coordinate partner engagement and report performance to leadership.

Requirements

  • 7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software.
  • Proven success working with national resell partners such as GuidePoint, Optiv, or CDW.
  • Experience working with hyperscalers including AWS and Google Cloud.
  • Experience working with Global Systems Integrators.
  • Strong understanding of partner economics, deal registration, and marketplace models.
  • Demonstrated ability to build pipeline and drive revenue through indirect channels.
  • Excellent executive presence, communication, and negotiation skills.
  • Ability to operate in a matrixed organization and influence without authority.
  • Experience in Application Security, DevSecOps, or software supply chain security is preferred.
  • Familiarity with cloud marketplaces and co-sell programs is preferred.
  • Experience developing and executing joint go-to-market strategies with multiple partner types is preferred.
  • Based in the Northeast or Central region of the U.S.

Benefits

  • Base salary range of $104,200 to $156,300 USD.
  • Eligibility for commission.
  • Competitive total rewards package.
  • Equal opportunity employer with reasonable accommodations for individuals with disabilities.

Interested in this position?

Apply directly on the company website

Apply Now

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