Teams at Black Duck

Manage and grow an enterprise customer portfolio through strategic account planning, renewals, retention, and expansion. Build trusted relationships with executive and technical stakeholders, lead commercial negotiations, and collaborate with Customer Success, Sales Engineering, and Marketing to maximize customer outcomes and revenue. Maintain forecasting and CRM discipline.

Drive indirect revenue across Northeast and Central US by building and executing partner-led GTM strategies with resellers, hyperscalers, and GSIs. Own joint business plans, partner enablement, co-sell motions, marketplace adoption, and MDF ROI. Collaborate with sales, marketing, alliances, and customer success to generate partner-sourced pipeline, influence ARR, and scale repeatable solution plays.

Lead partner-led GTM across Northeast and Central US to drive net-new pipeline and ARR through resellers, hyperscalers, and GSIs. Build joint business plans, enable partners, accelerate co-sell and marketplace transactions, collaborate cross-functionally, track MDF/ROI, and scale repeatable solution plays to meet partner-sourced revenue goals.