Channel Partner Manager

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.

Black Duck Software  is hiring a Partner Sales leader to be the #1 Application Security Testing company in This role requires working with the Korea sales and presales teams to scale our partner ecosystem and channel program. We seek an outstanding collaborative partner to execute Korea’s Partner go-to-market strategy.

Goals:

• Drive and manage the Korea channel ecosystem of resellers, security consultants, local and global service providers 
• Establish and maintain strong relation with the strategic partners at the executive management level
• Map and deploy appropriate partner resources in the various market/industry segments to support  business goals
• Build up partner resource capacity and capability to meet the growth of the Korea AppSec market 
• Execute key goals of the Korea partner business plan : sales enablement, pre sales technical competency, marketing , branding and promotional effort

Responsibilities:

• Lead all channel partner activities in pursuit of revenue and strategic goals, including:
• Direct partner contribution for new business/logos within a specified segmentation

• Execute a run rate / volume sales in the enterprise and mid tier markets (non-direct accounts) with selected partners 
• Function as sales  manager to partners : create customer record, qualify via MEDDPICC process, provide price quotes via CPQ and complete partner orders  working with finance, legal and order fulfilment teams 

• Support direct sales teams in joint pursuit by harmonizing the selling effort,  and partner skillset value proposition  
• Proactively update SFDC entries for accurate forecast, fulfilment of orders and POC request, liaising with back end support teams – finance, legal and order fulfilment
• Develop qualified and sustainable sales pipeline working through partner sales funnel cadence, QBRs and lead generation (inside sales)  teams
• Execute key goals of the partner business plan : sales enablement, pre-sales technical competency, marketing
• Work collaboratively with BD Sales and Marketing teams to co-op partners in driving new and qualified leads,  upsell and portfolio expansion.
• Able to articulate and present BD product portfolio positioning, product messaging and value proposition at different audience setting

Requirements:

• Minimum 10 Yrs Channel and B2B Enterprise software sales experience in Asia South software market
• Minimum 5 Yrs as Direct Sales manager in Enterprise selling  
• Experience with leading MNC software vendors in a senior partner role is a distinct advantage    
• At least 5 years in channel  GTM with  partners experience and possess relationships with key Asia South SIs 
• Able to work to targets, prioritize workload and manage own schedule
• Able to adapt and implement practical GTM  strategies to match local market conditions and resource constraints
• Collaborative team member in managing partner sales within a small technology MNC product start up environment  
• Command of spoken and written English

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.