Sr Director, Technology Partner Alliances Development

• Own the full partnership lifecycle, from identification and qualification through negotiation, launch, adoption, and scale.
• Build executive-level relationships with leading technology providers, cloud platforms, AI innovators, and developer ecosystems.
• Lead complex commercial negotiations involving revenue sharing, IP rights, go-to-market commitments, licensing structures, exclusivity arrangements, and strategic investments.
• Partner with Legal, Product, and Executive Leadership to structure agreements that maximize business value and market impact.

• Champion partnerships that drive meaningful product integrations, customer adoption, revenue growth, and competitive advantage.
• Collaborate with Product and Engineering teams to prioritize and operationalize strategic integrations.
• Define and track metrics including integration adoption, partner-sourced pipeline, influenced revenue, customer engagement, and ecosystem growth.
• Develop scalable playbooks that move partnerships from Discovery to Pilot to Commercialization to Scale.

• Create governance processes, scorecards, stage-gate frameworks, executive steering committees, QBRs, and KPI dashboards.
• Establish disciplined operating rhythms that enable transparency, accountability, and measurable business outcomes.
• Influence and align cross-functional stakeholders without direct authority across Sales, Product, Marketing, Engineering, Finance, and Legal.
• Serve as Black Duck’s primary executive leader for technology alliance strategy and ecosystem expansion.

Within your first year, you will:

• Establish Black Duck’s technology alliance operating model and governance framework.
• Build a prioritized portfolio of strategic technology partnerships.
• Launch high-value integrations that enhance customer value and platform differentiation.
• Create measurable partner-sourced and partner-influenced pipeline growth.
• Deliver alliance-driven revenue contribution against agreed business objectives.
• Position Black Duck as a preferred partner within the broader AppSec, DevSecOps, AI, and cloud ecosystems.

• Prior experience building a Strategic Alliances Program and Team for an Enterprise Software Company, preferably in Application Security
• Bachelor’s degree or equivalent professional experience.
• 10+ years of technology partnerships, strategic alliances, business development, or ecosystem leadership experience within SaaS or enterprise software.
• Demonstrated success building and scaling partnership functions from concept to execution.
• Experience leading and negotiating complex strategic agreements with deal values exceeding $5M.
• Proven track record driving partnership-attributed revenue, co-sell motions, and strategic market expansion.
• Experience structuring revenue-sharing models, licensing agreements, IP frameworks, and commercial partnership terms.
• Strong executive presence with the ability to influence senior stakeholders internally and externally.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to lead highly complex initiatives through influence, alignment, and operational rigor.

• Experience within application security, DevSecOps, software supply chain security, cloud security, developer platforms, AI tooling, or enterprise software.
• Direct experience partnering with AWS, Microsoft Azure, Google Cloud, Anthropic, OpenAI, GitHub, GitLab, Atlassian, or other leading technology ecosystems.
• An established network across the cloud, developer tooling, AI, or cybersecurity partner landscape.
• Experience engaging executive buyers and technology leaders, including CIOs, CISOs, CTOs, and Heads of Engineering.

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.