Sr Director, Technology Partner Alliances Development

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. **Sr. Director, Strategic** **Technology Alliances** | | | --- | | **THE OPPORTUNITY** At Black Duck Software, we are redefining how organizations secure software across the modern development lifecycle. As a leader in application security testing, software composition analysis, software supply chain security, and application security posture management, we help organizations build trust into every stage of software development. We are seeking a Senior Director of Strategic Technology Alliances to establish and scale Black Duck’s technology partnership ecosystem. This highly visible leadership role will define alliance strategy, build transformative technology relationships, and create integration-led growth opportunities that accelerate innovation, customer value, and revenue. | This is a unique opportunity to build a world-class technology alliance function from the ground up while partnering closely with Product, Engineering, Sales, Marketing, Legal, and Executive Leadership to shape Black Duck’s ecosystem strategy and market influence. # What You’ll Do ## Build and Lead Black Duck’s Technology Alliance Strategy - Establish and execute the long-term vision, operating model, and growth strategy for Black Duck’s technology alliance ecosystem. - Develop a strategic framework for evaluating build, buy, and partner opportunities that strengthens Black Duck’s market position and product differentiation. - Create and manage a portfolio of strategic technology alliances and product partnerships across AI, DevSecOps, developer tools, cloud platforms, software supply chain intelligence, and ASPM ecosystems. - Conduct ongoing competitive and ecosystem analysis to identify emerging partnership opportunities and market trends. ## Drive High-Impact Strategic Partnerships - 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. ## Accelerate Integration-Led Growth - 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. ## Build a World-Class Alliance Function - 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. # What Success Looks Like 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. # Qualifications ## Required - 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. ## Preferred - 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.*