Blackduck Channel Account Manager at Blackduck drives indirect revenue growth across the US through partner-led go-to-market strategies. The role manages relationships with resell partners, hyperscalers, and global systems integrators.
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
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
Qualification
7–10+ years in partner salesExperience with GuidePointExperience in AppSecKey CompetenciesData-driven mindset focused on ROIStrong relationship builderHigh accountability and ownership
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
