{"id":197172,"url":"https://alion.io/job/black-duck-software-sr-director-technology-partner-alliances-development","title":"Sr Director, Technology Partner Alliances Development","company":{"id":720312,"name":"Black Duck","domain":"blackduck.com","url":"https://alion.io/company/blackduck","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"A","score":88,"open_postings":9,"ghost_share":0,"stale_share":0.222,"repost_share":0.111,"time_to_fill_p50_days":65,"computed_at":"2026-11-11T05:49:22Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":156000,"max_usd":311000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2281},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Anthropic","optional":false},{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"GCP","optional":false},{"name":"GitHub","optional":false},{"name":"GitLab","optional":false},{"name":"OpenAI","optional":false}],"status":"live","first_seen_at":"2026-09-03T14:49:31Z","employer_posted_date":"2026-11-09","last_verified_at":"2026-11-12T04:44:59Z","board_verified":true,"closed_at":null,"days_open":69,"trust":{"level":"ok","repost_count":1,"flags":[],"days_open":69},"description":"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.\nSr. Director, Strategic\nTechnology Alliances\n\nTHE OPPORTUNITY\nAt 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.\nWe 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.\n\nThis 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.\nWhat You’ll Do\nBuild and Lead Black Duck’s Technology Alliance Strategy\nEstablish and execute the long-term vision, operating model, and growth strategy for Black Duck’s technology alliance ecosystem.\nDevelop a strategic framework for evaluating build, buy, and partner opportunities that strengthens Black Duck’s market position and product differentiation.\nCreate and manage a portfolio of strategic technology alliances and product partnerships across AI, DevSecOps, developer tools, cloud platforms, software supply chain intelligence, and ASPM ecosystems.\nConduct ongoing competitive and ecosystem analysis to identify emerging partnership opportunities and market trends.\nDrive High-Impact Strategic Partnerships\nOwn the full partnership lifecycle, from identification and qualification through negotiation, launch, adoption, and scale.\nBuild executive-level relationships with leading technology providers, cloud platforms, AI innovators, and developer ecosystems.\nLead complex commercial negotiations involving revenue sharing, IP rights, go-to-market commitments, licensing structures, exclusivity arrangements, and strategic investments.\nPartner with Legal, Product, and Executive Leadership to structure agreements that maximize business value and market impact.\nAccelerate Integration-Led Growth\nChampion partnerships that drive meaningful product integrations, customer adoption, revenue growth, and competitive advantage.\nCollaborate with Product and Engineering teams to prioritize and operationalize strategic integrations.\nDefine and track metrics including integration adoption, partner-sourced pipeline, influenced revenue, customer engagement, and ecosystem growth.\nDevelop scalable playbooks that move partnerships from Discovery to Pilot to Commercialization to Scale.\nBuild a World-Class Alliance Function\nCreate governance processes, scorecards, stage-gate frameworks, executive steering committees, QBRs, and KPI dashboards.\nEstablish disciplined operating rhythms that enable transparency, accountability, and measurable business outcomes.\nInfluence and align cross-functional stakeholders without direct authority across Sales, Product, Marketing, Engineering, Finance, and Legal.\nServe as Black Duck’s primary executive leader for technology alliance strategy and ecosystem expansion.\nWhat Success Looks Like\nWithin your first year, you will:\nEstablish Black Duck’s technology alliance operating model and governance framework.\nBuild a prioritized portfolio of strategic technology partnerships.\nLaunch high-value integrations that enhance customer value and platform differentiation.\nCreate measurable partner-sourced and partner-influenced pipeline growth.\nDeliver alliance-driven revenue contribution against agreed business objectives.\nPosition Black Duck as a preferred partner within the broader AppSec, DevSecOps, AI, and cloud ecosystems.\nQualifications\nRequired\nPrior experience building a Strategic Alliances Program and Team for an Enterprise Software Company, preferably in Application Security \nBachelor’s degree or equivalent professional experience.\n10+ years of technology partnerships, strategic alliances, business development, or ecosystem leadership experience within SaaS or enterprise software.\nDemonstrated success building and scaling partnership functions from concept to execution.\nExperience leading and negotiating complex strategic agreements with deal values exceeding $5M.\nProven track record driving partnership-attributed revenue, co-sell motions, and strategic market expansion.\nExperience structuring revenue-sharing models, licensing agreements, IP frameworks, and commercial partnership terms.\nStrong executive presence with the ability to influence senior stakeholders internally and externally.\nExceptional communication, negotiation, and relationship-building skills.\nAbility to lead highly complex initiatives through influence, alignment, and operational rigor.\nPreferred\nExperience within application security, DevSecOps, software supply chain security, cloud security, developer platforms, AI tooling, or enterprise software.\nDirect experience partnering with AWS, Microsoft Azure, Google Cloud, Anthropic, OpenAI, GitHub, GitLab, Atlassian, or other leading technology ecosystems.\nAn established network across the cloud, developer tooling, AI, or cybersecurity partner landscape.\nExperience engaging executive buyers and technology leaders, including CIOs, CISOs, CTOs, and Heads of Engineering.\nBlack 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.","description_format":"text","description_chars":6621,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[]},"benefits":["Growth opportunities"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Application Security","DevSecOps"],"lifecycle":[{"event":"open","at":"2026-09-03T15:09:45Z"},{"event":"close","at":"2026-10-12T16:43:07Z"},{"event":"reopen","at":"2026-11-10T00:45:04Z"}],"visa":[{"country":"US","licensed_sponsor":true,"adverts_offering_sponsorship_24m":0,"sanctioned_now":false,"evidence":"H-1B filings in 12 months: 8 · green card filings: 1","filings_12m":8,"filings_prev_12m":17,"green_card_filings_12m":1,"median_offered_wage_usd":131944,"route":null,"cap_exempt":false,"checked_at":"2026-11-12T07:36:15+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":38,"band":"fade","label":"Fading","p_open":1,"p_active":0.869,"p_room":0.44,"age_days":68,"expected_fill_days":65,"reasons":["conf:2","velocity","win:tail","crowd:"],"computed_at":"2026-11-11T05:49:22Z"},"pay":null,"html_url":"https://alion.io/job/black-duck-software-sr-director-technology-partner-alliances-development","json_url":"https://alion.io/job/black-duck-software-sr-director-technology-partner-alliances-development.json","meta":{"generated_at":"2026-11-12T09:53:30Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":20076,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-13T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":720312},"rest":"https://alion.io/mcp/rest/get_company?id=720312"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fblack-duck-software-sr-director-technology-partner-alliances-development"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":2,"usd":0.2},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fblack-duck-software-sr-director-technology-partner-alliances-development"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fblack-duck-software-sr-director-technology-partner-alliances-development"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/black-duck-software-sr-director-technology-partner-alliances-development\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fblack-duck-software-sr-director-technology-partner-alliances-development"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":197172}},{"tool":"search_jobs","arguments":{"company":"blackduck.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":197172},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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