Channel Account Manager - US

The role

This role drives indirect revenue growth across the United States. You will develop and execute a partner-led go-to-market strategy with strategic resell partners, hyperscalers, and Global Systems Integrators.

What you will do

• Own and execute the regional partner strategy to drive net-new pipeline and revenue
• Build joint business plans with GuidePoint, Optiv, AWS, Google Cloud, and GSIs
• Establish performance metrics including pipeline creation, sourced ARR, and influenced revenue
• Develop executive and field-level relationships with resell partners
• Drive field engagement and alignment with regional AEs
• Enable partner sellers through training and joint planning
• Align with partner teams to accelerate co-sell and marketplace transactions
• Drive joint pipeline development and marketing initiatives
• Collaborate with GSIs on DevSecOps and cloud initiatives
• Partner with sales, marketing, alliances, and customer success teams

Required qualifications

• 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

Nice to have

• Experience in AppSec, DevSecOps, or software supply chain security
• Familiarity with cloud marketplaces and co-sell programs

About the company

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck is a recognized pioneer in application security.