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Job description
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.
We are seeking a high-impact Channel Account Manager to drive indirect revenue growth across 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 GSIs aligned to corporate objectives
- Establish performance metrics (pipeline creation, sourced ARR, influenced revenue)
Resell Partner Management (GuidePoint & Optiv)
- Develop executive and field-level relationships
- Drive field engagement and alignment with regional AEs
- Enable partner sellers through training and joint planning
Hyperscaler Co-Sell Motion (AWS & Google Cloud)
- Align with partner teams to accelerate co-sell and marketplace transactions
- Drive joint pipeline development and marketing initiatives
- Leverage marketplace programs and incentives
Global SI Engagement
- Collaborate with GSIs on DevSecOps and cloud initiatives
- Scale repeatable solution plays and industry use cases
Cross-Functional Collaboration
- Partner with sales, marketing, alliances, and customer success teams
- Drive MDF planning and ROI tracking
- Provide leadership updates on pipeline and partner performance
Qualifications:
Required
- 7–10+ years in partner sales, channel, or alliances in cybersecurity or enterprise software
- Experience with GuidePoint, Optiv, AWS, Google Cloud, and GSIs
- Strong understanding of partner economics, deal registration, and marketplace models
- Proven ability to build pipeline and revenue through partners
Preferred
- Experience in AppSec, DevSecOps, or software supply chain security
- Familiarity with cloud marketplaces and co-sell programs
Key Competencies
- Strategic thinking with strong execution
- Data-driven mindset focused on ROI
- Strong relationship builder
- High accountability and ownership
- Ability to thrive in fast-paced environments
Success Metrics
- Partner-sourced and influenced pipeline and ARR growth
- Hyperscaler co-sell and marketplace revenue
- Reseller engagement effectiveness
- GSI pipeline contribution
- ROI on partner investments
Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.