Sr Director, Technology Partner Alliances Development

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 Dev Sec Ops  and throughout the software development life cycle.

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.

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, Dev Sec Ops , 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.

• 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.

• 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.

• 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,…