--- title: 'Lead Channel Partner at Black Duck Software, Inc.' canonical: 'https://feeny.ai/job/lead-channel-partner-black-duck-software-inc-chicago-cnhnw269gjpe' type: 'job' last_seen: '2026-09-05' --- # Lead Channel Partner at Black Duck Software, Inc. - **Company:** Black Duck Software, Inc. - **Location:** Chicago, IL - **Compensation:** $112k–$169k - **Posted:** 2026-07-31 - **Last confirmed live:** 2026-09-05 - **Apply:** https://job-boards.greenhouse.io/blackduck/jobs/5376413008 ## 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. 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, Trace3, Defy Security), 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, Trace3, Defy Security) 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 training, certifications, and joint account planning Hyperscaler Co-Sell Motion (AWS & Google Cloud) Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions Drive co-sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives Ensure strong visibility and utilization of cloud marketplace programs and incentives Global SI Engagement Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives Identify and scale repeatable solution plays and industry use cases Partner with internal alliances teams to align global strategy with regional execution Cross-Functional Collaboration Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagement Drive MDF planning and ROI tracking to optimize partner investments Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities ## Qualifications Required 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, Trace3, Defy Security etc.) Hyperscalers (AWS, Google Cloud) 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 ## Preferred Experience in Application Security (AppSec), DevSecOps, or software supply chain security Familiarity with cloud marketplaces and co-sell programs Experience developing and executing joint GTM strategies with multiple partner types ## Key Competencies Strategic thinker with strong execution discipline Data-driven mindset with focus on pipeline and ROI Strong relationship builder across partner and internal ecosystems High accountability and ownership mentality Ability to thrive in a fast-paced, high-growth environment Success Metrics Partner-sourced and influenced pipeline and ARR growth Hyperscaler co-sell and marketplace revenue contribution Reseller engagement levels and field alignment effectiveness GSI pipeline contribution and solution adoption ROI on partner investments (MDF, campaigns, enablement) Location & Travel Based in the Northeast or Central The base salary range across the U.S. for this role is between $112,400-168,600. In addition, this role is eligible for a commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Pay Range $112,400—$168,600 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. ## About Black Duck Software, Inc. ## Company Overview - **One-liner**: Black Duck provides a comprehensive application security testing (AST) platform that helps organizations build secure, high-quality software by identifying and remediating vulnerabilities, license risks, and code quality issues across proprietary, open-source, and AI-generated code. - **Entity Type**: Private (backed by private equity firms Clearlake Capital and Francisco Partners; spun out from Synopsys in October 2024) - **Headquarters**: Burlington, Massachusetts, USA - **Founded**: 2015 (as the Synopsys Software Integrity Group); became an independent company in October 2024 - **Founders**: Not applicable (formed from Synopsys); key leadership includes CEO Greg Hughes, CPTO Dipto Chakravarty, CISO Dom Glavach, CRO Roman Telerman, CFO Jim Ivers, CMO Sean Forkan, and CHRO & General Counsel Joy Meier ## Core Business - **Primary industry**: Application Security Testing (AST), DevSecOps, Software Supply Chain Security - **Target customers**: B2B; enterprise organizations, development teams, security teams, and DevOps engineers across industries including finance, healthcare, automotive, aerospace, and government - **Mission or purpose statement**: “To enable organizations to build trust in their software by providing True Scale Application Security – the ability to secure code of any size, in any environment, without compromising speed, accuracy, or compliance.” ## Products & Services - **Black Duck Polaris Platform**: Cloud-native SaaS platform that unifies SAST, SCA, and DAST into a single, integrated solution for enterprise-wide application security testing and policy enforcement. - **Black Duck SCA (Software Composition Analysis)**: Identifies vulnerabilities, license risks, and compliance issues in open-source and third-party components; generates SBOMs; includes AI Model Risk Insights. - **Coverity Static Analysis (SAST)**: Scans proprietary source code for security vulnerabilities and quality defects, with AI-powered remediation suggestions via Black Duck Assist. - **Seeker Interactive Application Security Testing (IAST)**: Combines runtime analysis with automated testing to detect vulnerabilities in running applications. - **Black Duck Signal**: Agentic AI solution that autonomously detects and remediates vulnerabilities in business-critical applications, including AI-generated code. - **Code Sight IDE Plug-in**: Provides real-time security feedback within developers’ IDEs (VS Code, JetBrains, etc.) to catch issues before code is committed. - **Black Duck Hub (on-premises)**: On-premises deployment option for customers with strict data residency or regulatory requirements. - **Hybrid deployment**: Full flexibility to run scans in cloud, on-premises, or across mixed environments. ## Market Standing - **Valuation/Market Cap**: Not disclosed (private equity-backed) - **Key Metric**: Over 4,000 organizations worldwide trust Black Duck; recognized as a Leader in the Gartner® Magic Quadrant™ for Application Security Testing for eight consecutive years (2025). - **Notable Investors/Partners**: Clearlake Capital Group, Francisco Partners (majority owners); technology partners include GitHub, GitLab, Jenkins, Azure DevOps, and major cloud providers. - **Growth Signals**: Spun out as an independent company in October 2024 to focus exclusively on application security; launched Black Duck Signal (agentic AI AppSec); expanding SaaS platform with unified SAST+SCA+DAST; hiring across sales and engineering roles (remote positions available). ## Competitive Advantages - **Comprehensive portfolio**: Only vendor offering SAST, SCA, DAST, IAST, and agentic AI in a single unified platform (Polaris). - **20+ years of human-verified intelligence**: Proprietary KnowledgeBase™ with curated vulnerability data and context, powering high-precision detection with low false positives. - **Flexible deployment**: Supports cloud (SaaS), on-premises, and hybrid models – customers choose without compromising capabilities. - **Developer-first approach**: Integrates directly into CI/CD pipelines and IDEs, enabling developers to find and fix issues within their workflow. - **AI-native security**: Built to secure AI-generated code (e.g., from GitHub Copilot, ChatGPT) with specialized detection and remediation capabilities. - **Regulatory expertise**: Supports compliance with ISO 27001, GDPR, HIPAA, PCI DSS, FedRAMP, EU Cyber Resilience Act, US Executive Order 14028, and industry-specific standards (automotive ISO/SAE 21434, aerospace, defense). ## Strategic Focus - **Securing AI-generated code**: Developing and enhancing agentic AI tools (Signal) to address the unique risks of AI-assisted development. - **Expanding SaaS adoption**: Driving migration to the Polaris cloud platform for scalability, continuous updates, and reduced overhead. - **Deepening compliance automation**: Building automated policy enforcement and audit-ready reporting for evolving regulations (e.g., EU Cyber Resilience Act, US supply chain security mandates). - **Growing market share**: Targeting new enterprise customers through a hunter sales model and competitive displacement of legacy AST vendors. - **Customer success and innovation**: Investing in AI-powered developer assistants (Black Duck Assist) and contextual intelligence (ContextAI™) to reduce mean-time-to-remediate. ## Why Work Here - **Mission-driven impact**: Work on critical security infrastructure that protects software used by thousands of organizations worldwide. - **Remote-friendly culture**: Open roles (e.g., Lead Enterprise Account Executive in Canada) explicitly support remote work; the company values flexibility and results. - **Values**: “We Scale Up” (ambition and growth), “We Lead with Integrity” (honesty and transparency), “We Put Customers First” (empathy and value delivery), and “We Are Bold” (challenge convention, take smart risks). - **Engineering culture**: Developer-first mindset; teams build tools that developers love to use. Focus on innovation in AI, cloud-native architecture, and security research. - **Career growth**: Independent company with PE backing offers agility and resources; opportunity to shape the future of a market-leading security platform. - **Notable perks**: Not explicitly listed, but the company emphasizes professional development, a collaborative environment, and the chance to work on cutting-edge security challenges. ## Sources 1. [Black Duck About Us](https://www.blackduck.com/company.html) 2. [Black Duck Main Site](https://www.blackduck.com/) 3. [Black Duck Careers](https://www.blackduck.com/company/careers.html) 4. [Black Duck Leadership](https://www.blackduck.com/company/leadership.html) 5. [Greenhouse Job Posting (Lead Enterprise Account Executive Canada)](https://job-boards.greenhouse.io/blackduck/jobs/5226170008) ## Other roles at Black Duck Software, Inc. - [Server Engineer](https://feeny.ai/job/server-engineer-black-duck-software-inc-calgary-d8a0ve98xk6e) — Calgary, Canada - [Sr Director, Technology Partner Alliances Development](https://feeny.ai/job/sr-director-technology-partner-alliances-development-black-duck-software-inc-e7qewkcbn7ep) — United States - [Lead Sales Engineer - Mandarin](https://feeny.ai/job/lead-sales-engineer-mandarin-black-duck-software-inc-singapore-jjyv23hd0b8z) — Singapore - [Director, Accounting](https://feeny.ai/job/director-accounting-black-duck-software-inc-burlington-yy1303z5fvsw) — Burlington, MA - [Application Engineer 3](https://feeny.ai/job/application-engineer-3-black-duck-software-inc-tokyo-5n80hjgp31hy) — Tokyo, Japan - [Regional Field CTO](https://feeny.ai/job/regional-field-cto-black-duck-software-inc-united-states-xs2z0cznftpv) — United States - [Application Engineer 4](https://feeny.ai/job/application-engineer-4-black-duck-software-inc-tokyo-qew8seh2skz5) — Tokyo, Japan - [Lead Sales Engineer - Enterprise/Commercial](https://feeny.ai/job/lead-sales-engineer-enterprise-commercial-black-duck-software-inc-atlanta-4ab1d9fcfgj8) — Atlanta, United States / Burlington, United States - [Implementation Consultant](https://feeny.ai/job/implementation-consultant-black-duck-software-inc-singapore-h8z0s1gy4dvt) — Singapore - [Implementation Consultation](https://feeny.ai/job/implementation-consultation-black-duck-software-inc-singapore-f5tqew96grbj) — Singapore