Channel 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.

Territory – Malaysia, Philippines, Pakistan, Bangladesh, Sri Lanka, Cambodia and Brunei

BlackDuck Software (BD)  is hiring a Partner Sales leader to accelerate our #1 market position in Application Security Testing in these high growth countries. This role requires a dynamic, self driven and focused channel leader  to scale our 100% partner driven go-to-market strategy and program

Goals:

• Identify, onboard and manage the South Asia  channel ecosystem of resellers, security consultants, cloud and managed security service providers
• Drive sales cadence to meet revenue (ARR) targets
• 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 AppSec market 
• Execute key goals of the partner business plan : sales enablement, pre sales technical competency, marketing , branding and lead generation 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 in SFDC, forecast via Clari , qualify via MEDDPICC process, provide price quotes via CPQ and complete partner orders  working with finance, legal and order fulfilment teams 

• Support partner sales teams in joint pursuit by harmonizing the selling effort with internal resources  and positioning BlackDuck’s 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, and lead generation (inside sales)  teams
• Execute key goals of the partner business plan : sales enablement, pre sales technical competency, marketing
• Work collaboratively with 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:

• Channel software sales experience in Asia South software market
• Direct Sales manager in Enterprise software  sales
• Experience with leading MNC software vendors in  partner role is a distinct advantage    
• At least 5 years in IT GTM partnership 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  

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.