blackduck
Lead Channel Partner
At a Glance
- Location
- Burlington, MA; Chicago, IL, Ohio; Nashville, TN, Austin, TX
- Experience
- 10+ years
- Compensation
- U.S. for this role is between $104,200 -$156,300. In addition, this role is el
- Posted
- 2026-06-12T11:03:54-04:00
Key Requirements
Required Skills
Domain Knowledge
- Cybersecurity
- Education
- Supply Chain
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 (e.g., GuidePoint, Optiv, CDW, etc.)
Hyperscalers (AWS, Google Cloud)
Global Systems Integrators
Strong understanding of partner economics, deal registration, and marketplace models
Compensation & Benefits
$104,200
—
$156,300 USD
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.
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