Lead Channel Partner

1 month ago
Full-time
Senior
Sales and Business Development
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

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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