Graham Blackman
Sebastopol,CA
Summary
Results-driven Business Development Manager with over 8 years in strategic partnerships and technology collaboration across ERP, eCommerce, and SaaS. Specialized in establishing platform integrations that boost partner offerings and revenue. Experienced in developing co-sell frameworks, aligning roadmaps, and creating solutions that enhance ecosystems and drive recurring revenue.
Overview
17
17
years of professional experience
Work History
Sr. Business Development Manager
Avalara
Bay Area, USA
02.2020 - Current
- Lead negotiation and execution of embedded integration agreements with key ERP and commerce platforms, positioning Avalara as a native tax engine within partner ecosystems.
- Structured revenue share, referral, and joint GTM commercial frameworks aligned with measurable pipeline and ARR targets.
- Influenced multi-million dollar partner-sourced and partner-influenced pipeline across enterprise and mid-market segments, driving revenue opportunities.
- Acted as executive liaison among sales, product, marketing, and channel leadership to drive measurable revenue impact.
- Built repeatable co-sell motions through account mapping, joint pipeline reviews, and executive alignment to improve collaboration and increase joint revenue.
- Align product and engineering teams on API strategy, roadmap visibility, and release coordination to ensure deep workflow integration.
- Developed strategic partnerships that expanded market presence and increased customer reach, contributing to overall business growth.
Sr. Account Executive
Avalara
Bay Area, USA
01.2017 - 02.2020
- Closed complex ERP and eCommerce tax automation deals, enhancing revenue streams for global organizations.
- Collaborated with strategic partners, establishing Avalara as the preferred embedded tax solution in their sales cycles.
- Built strong relationships with ERP and commerce AEs, generating demand for Avalara integrations.
- Chairman’s Award, President’s Club, and Rookie of the Year recipient.
Regional Solution Consultant
Wolters Kluwer
01.2011 - 01.2017
- Partnered with SaaS and ERP providers, facilitating seamless technical integration and driving customer adoption.
- Delivered indirect tax automation solutions, enhancing accuracy in ERP and financial systems.
- Supported expansion initiatives during system upgrades and platform migrations, ensuring continuity and alignment with business goals.
Account Executive
SpeedTax
01.2009 - 01.2011
- Secured new business through partner-led introductions and strategic solution positioning, enhancing client engagement.
- Managed client accounts and ensured satisfaction with services offered.
- Developed tailored tax solutions addressing diverse client needs, ensuring alignment with specific requirements.
- Collaborated with cross-functional teams to streamline service delivery processes.
- Established ERP and commerce channel relationships, contributing to SpeedTax’s growth and acquisition by Wolters Kluwer.
Education
Bachelor of Arts -
University of California At Santa Barbara
01-2002
Skills
- Go-to-market strategy
- Ecosystem partnerships
- Platform partnerships
- Alliance negotiation
- Revenue sharing
- Ecosystem development
- API strategy
- Cross-functional alignment
- Pipeline influence
Timeline
Sr. Business Development Manager
Avalara
02.2020 - Current
Sr. Account Executive
Avalara
01.2017 - 02.2020
Regional Solution Consultant
Wolters Kluwer
01.2011 - 01.2017
Account Executive
SpeedTax
01.2009 - 01.2011
Bachelor of Arts -
University of California At Santa Barbara