Full-Time
Lead Channel Partner
Black Duck
1,001-5,000 employees
Open source risk management and audits
Compensation Overview
$112.4k - $168.6k/yr
Chicago, IL, USA
In Person
Based in the Northeast or Central United States; travel requirements are not otherwise specified.
 Sales & Account Management (1) |
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- 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 such as GuidePoint, Optiv, Trace3, and Defy Security.
- Proven success working with hyperscalers such as AWS and Google Cloud.
- Proven success working with 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.
- Own and execute the regional partner strategy to drive net-new pipeline and revenue through resell, hyperscaler, and systems integrator channels.
- Build joint business plans with GuidePoint, Optiv, AWS, Google Cloud, and targeted Global Systems Integrators aligned to corporate growth objectives.
- Establish performance metrics for pipeline creation, sourced annual recurring revenue, influenced revenue, and deal velocity.
- Develop executive- and field-level relationships across sales, technical, and leadership teams at resell partners.
- Drive field engagement and alignment with regional account executives to ensure deal registration discipline and pipeline generation.
- Enable partner sellers through training, certifications, and joint account planning.
- Align with AWS and Google Cloud partner teams to accelerate co-sell opportunities and marketplace transactions.
- Drive co-sell pipeline development through joint customer engagement, demand generation, and partner marketing initiatives.
- Ensure visibility and utilization of cloud marketplace programs and incentives.
- Collaborate with Global Systems Integrators 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.
- Work closely with direct sales, marketing, alliances, and customer success teams to coordinate partner engagement.
- Drive market development funds planning and return-on-investment tracking to optimize partner investments.
- Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities.
- Experience in Application Security, DevSecOps, or software supply chain security.
- Familiarity with cloud marketplaces and co-sell programs.
- Experience developing and executing joint go-to-market strategies with multiple partner types.
Black Duck Software helps organizations manage open source risk by offering Software Composition Analysis (SCA) and Open Source Audits. Its products scan software to find security vulnerabilities and license compliance issues in open source components and provide fixes. The Open Source Audits support due diligence for mergers and acquisitions and internal audits. Revenue comes from licenses for the tools plus professional services for audits and consultations. The platform relies on a large database of open source components, vulnerabilities, and licenses to enable fast, accurate analysis. The goal is to help security, development, and legal teams ensure software is secure and legally compliant throughout the software development lifecycle and during M&A.
Company Size
1,001-5,000
Company Stage
Acquired
Total Funding
$87.5M
Headquarters
Burlington, Massachusetts
Founded
2002
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Simplify's Take
What believers are saying
- Polaris scan volumes rose over 100% in early 2026, signaling demand acceleration.
- CRA deadlines beginning September 11, 2026 expand Black Duck’s compliance-selling window.
- The 2026 OSSRA report showed 107% higher vulnerabilities per codebase, boosting urgency.
What critics are saying
- Aikido, Snyk, and GitHub Advanced Security commoditize Black Duck’s developer workflows by 2026.
- Black Duck still carries legacy on-prem complexity, slowing wins against faster SaaS competitors.
- If AI-native rivals own open-source governance, Clearlake and Francisco Partners face a stranded asset.
What makes Black Duck unique
- Black Duck’s 2026 Gartner Leader status validates its enterprise supply-chain security depth.
- Its BDSA enrichment offsets NIST’s April 2026 NVD deprioritization.
- ContextAI and Signal fuse deterministic analysis with AI governance for regulated codebases.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
Flexible Work Hours
Professional Development Budget
Paid Vacation
Growth & Insights and Company News
6 month growth
↑ 0%1 year growth
↓ -1%2 year growth
↑ 48%Black Duck has joined Anthropic's Project Glasswing, an industry initiative aimed at securing critical software infrastructure using advanced AI for defensive cybersecurity. The application security company will apply Mythos, Anthropic's AI system, across its full security portfolio. This will combine AI-accelerated vulnerability discovery with remediation workflows, risk-based prioritisation, and compliance-driven governance. "AI is transforming the economics and speed of vulnerability discovery and exploit development," said Dipto Chakravarty, Black Duck's Chief Product & Technology Officer. He explained that pairing Mythos with Black Duck's existing capabilities will enable faster risk reduction whilst maintaining the transparency and auditability required by enterprise security teams. Black Duck specialises in application security, combining deterministic analysis with AI reasoning to identify and fix security issues in code written by developers, generated by AI, or assembled from open source.
Black Duck has launched new AI-powered features for its Coverity static analysis solution, designed to support modern development workflows and emerging regulatory compliance requirements. The updates include AI-assisted vulnerability triage, support for the EU Cyber Resilience Act (CRA), and analysis capabilities for Rust 1.92. Coverity's AI features run on customers' own large language models, allowing organisations to maintain control over code and scan data processing — a requirement for regulated industries with strict data governance policies. The solution now offers streamlined navigation and improved issue filtering to help teams manage large volumes of security findings more efficiently. According to Chief Product & Technology Officer Dipto Chakravarty, the enhancements combine deterministic precision with AI speed whilst maintaining auditability. All announced capabilities are now generally available for customer deployment. Existing Coverity customers receive these AI-powered features whilst retaining the deterministic, auditable scan results required by regulated industries.
Black Duck has announced significant enhancements to its Polaris Platform, designed to help organisations defend against AI-driven cyberattacks and manage the surge in supply chain vulnerabilities. The updates focus on three areas: eliminating application security testing gaps, preparing for increased vulnerability disclosures, and automating remediation pipelines. The enhancements address threats from sophisticated AI models that enable attackers to exploit multiple vulnerabilities rapidly. Polaris scan volumes have increased over 100% in the first five months of 2026 as organisations accelerate security testing. New capabilities include improved vulnerability detection, rapid response tools for supply chain components, and AI-enabled application security features. Black Duck expects vulnerability disclosures to exceed 50,000 in 2026, potentially reaching 200,000 by 2028, as maintainers use AI to identify and patch security flaws.
Black Duck has launched Signal, an AI-powered application security solution designed to secure AI-generated code in autonomous development workflows. The platform uses an agentic AI architecture where specialised agents analyse vulnerabilities, validate exploitability and recommend fixes. Signal is powered by ContextAI, Black Duck's application security model containing over 20 years of security intelligence. This enables the system to assess risk with higher accuracy than solutions built solely on general-purpose AI models. The platform integrates directly into modern software development through model context protocol and APIs that support AI coding assistants and automated pipelines. CEO Jason Schmitt said AI is "actively authoring software", and Signal brings intelligence and governance to that reality. The solution is now generally available and will be showcased at RSA Conference in San Francisco from 23–26 May.
Black Duck has launched enhanced integrations for its Polaris Platform across major source code management systems including GitHub, GitLab, Azure DevOps and Bitbucket. The updates enable automated repository onboarding, continuous monitoring and event-based scanning for enterprises managing thousands of code repositories. The enhancements allow organisations to automatically onboard repositories without manual configuration and trigger scans during pull requests. The platform includes Black Duck Signal for AI-powered security insights and Code Sight, an IDE plugin providing real-time feedback to developers. The integrations support customisable scanning options and automatically synchronise security policies and user access controls across repositories. The features are immediately available to existing customers through Polaris Platform settings, aiming to streamline DevSecOps operations at enterprise scale.