Lead Channel Partner

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.

Lead Channel Partner – UAE

• Location: Candidates should be based in Dubai or Abu Dhabi, with the ability to travel across the UAE as required.
• We’re looking for an experienced Lead Channel Partner to join Black Duck and drive our partner-led growth across the UAE.
• This is a senior, high-impact role focused on developing relationships across the regional cybersecurity ecosystem, working with resellers, distributors, cloud partners and global systems integrators to create pipeline and accelerate revenue.
• You’ll work closely with our sales and technical teams to develop joint go-to-market strategies, strengthen field engagement and create new opportunities with enterprise customers across the region.

What you’ll be doing

• Own and execute the channel and partner strategy for the UAE
• Build strategic relationships with key cybersecurity resellers, distributors, GSIs and cloud partners
• Develop joint business plans, account strategies and demand-generation activity
• Partner closely with regional sales teams to create and progress pipeline
• Drive cloud co-sell and marketplace opportunities with partners such as AWS and Google Cloud
• Develop partner enablement through training, certifications and joint customer engagement
• Build relationships at both executive and field level across the partner ecosystem
• Track partner-sourced and influenced pipeline, revenue and ROI

What we’re looking for

Strong experience in channel sales, partner management or alliances within cybersecurity or enterprise software

A proven track record of generating pipeline and revenue through partners

Established knowledge of the UAE technology and cybersecurity partner ecosystem

Experience working across resellers, distributors, GSIs and/or hyperscalers

Strong executive-level relationship building, communication and negotiation skills

Experience within Application Security, DevSecOps, cloud security or software supply chain security would be particularly valuable

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.