Duncan Robertson
Partner EcoSystem Manager, Strategy & Operations
- I work as a strategist, architect, and builder.
- Outstanding record of managing and scaling ecosystems up to 1,250+ partners and $900M+ in revenue.
- I partner with C-Suite & Geo leadership to design, build, implement, and refine the systems that drive both strategy and revenue.
- Proficiency in diagnosing and redesigning programs, processes, and systems that have stopped scaling.
- Persuasive communicator with a knack for converting complex data into clear, actionable ideas.
- 15+ years mastering diverse, partner ecosystem selling motions — applying a refined builder's mindset to each company's unique operational challenges.
- Fervent advocate for AI solutions that eliminate operational grunt work — freeing teams to focus on the strategic craft that moves the needle.
- When I'm not working, I'm tinkering with my next digital idea via AI.
Stakeholder Management Cross-Functional Leadership Change Management
Business Intelligence Data Storytelling Partner Programs Salesforce CRM/PRM
AI Solutions & Automation Web Development Digital Brand Strategy
POps Consultants
Principal
Present · Remote · December 2024 –
Bespoke Partner EcoSystem consulting practice specializing in operations, analytics, revenue optimization, go-to-market strategy, and visualization.
- Founded practice to address the need for bespoke SaaS operations expertise, developing individualized approaches to each client's specific revenue, channel, and operational challenges.
- Developed comprehensive MRR analysis system, transforming subscription data into interactive executive dashboards modeling renewal scenarios and retention projections for data-driven churn reduction.
- Provided strategic business development consultation for Filama, a MENA region independent film streaming platform, in collaboration with a Hanoi-based marketing intelligence firm.
Parental Sabbatical & Professional Development
An intentionally planned step away from corporate life — present with my wife for the birth of our son and his first year, while pursuing professional development, networking, and entrepreneurial opportunities.
- Completed MBA-level executive coursework at Section School, focusing on AI Business Integration, Sales & Marketing Development, and Leadership Development.
- Trained with the U.S. Embassy in Hanoi and served as Citizen Liaison Volunteer for the greater Hai Phong area — providing American expats with embassy services and local support while serving as an "ear on the ground" for Embassy operations.
- Developed and successfully launched a premium hospitality venture: a three-hour, personally curated cocktail speakeasy tour across Hanoi and Hai Phong, managing all aspects from route development and vendor partnerships to exceptional guest experience delivery.
HashiCorp an IBM Company
Senior Manager, Worldwide Partner Operations
2 years · Denver, CO (Remote) · 2021 – 2023
Managed analytics and operations strategy for $10M quarterly partner ecosystem (800+ partners and Cloud Marketplaces), serving as trusted advisor to Channel Chief and Channel Geo Leaders (AMER, EMEA, APAC) through weekly performance analysis and quarterly business reviews; delivered unvarnished insights on team performance, pipeline health, and revenue attainment.
- Led in-depth weekly business reviews with global Channel Sales and Partner Sales Engineering leaders, delivering granular analysis of team member and partner performance, pipeline management, and attainment; shaped quota modeling and commission structures; recommendations drove quarterly/half decisions on territory adjustments, compensation design, and account strategy.
- Cultivated strong cross-functional partnerships by establishing strategic weekly syncs with IT, Marketing, Finance, and Channel Geo Leaders. This collaborative approach accelerated project delivery, ensured channel initiatives remained prioritized, and enabled data-driven performance discussions with channel sales teams that improved channel efficiency across regions.
- Uncovered $4.5M of partner leads going unaddressed in Deal Registration system; designed and implemented new tracking process; created and delivered the training program to Channel Leadership and Sales Teams; resulting in a 90% reduction in missed opportunities.
- Led Partner Services GTM analytics initiative through close collaboration with Sales Engineering team — from metric design and Salesforce implementation to team enablement — establishing new visibility into program effectiveness.
New Relic, Inc.
GTM Strategy & Operations — Alliances & Partners
3 years · San Francisco Bay Area (Onsite / Remote) · 2018 – 2021
Recruited to transform channel business intelligence from reporting manually, once-per-week to automated real-time dashboards, empowering 40+ leaders across the Channel Org., Direct Sales, Operations, Marketing, and Finance with immediate performance insights.
- Designed unified channel performance dashboards using Salesforce, Tableau, and SQL, establishing metrics that automated performance evaluation for the channel sales teams, our partners (through partner scorecards), and streamlined creation of quarterly business review decks.
- Established strategic advisory relationship with Channel Chief and Sales Leaders, delivering unfiltered performance analysis that enhanced leadership team discussions and enabled data-driven communication with their sales teams and up to the CRO.
Riverbed Technology
Senior Manager, Business Intelligence, WW Partner Operations
7 years · San Francisco Bay Area (Onsite / Remote) · 2011 – 2018
From weekend data consultant to a trusted channel operator and advisor, I transformed a one-off Excel project into a seven-year journey by forging cross-departmental relationships, uncovering team-building opportunities, and converting data into strategic insights, that shaped executive strategy and decision-making across Riverbed's global channel organization.
Manager, Business Intelligence, WW Channel Operations
2016 – 2018
- Architected financial modeling and analytics framework that underpinned enterprise-wide partner program transformation (Riverbed RISE); analyzing complex discount structures and revenue sharing scenarios across 1,250+ partners generating $900M revenue; delivering recommendations to Channel Chief on program economics and partner incentives; program earned a 5-star rating for partner program excellence from CRN, The Channel Company.
- Designed, executed, and managed comprehensive partner evaluation framework that analyzed multiple performance metrics (e.g., revenue, customer acquisition, certification completion) across all Partner types, advising Channel Chief and Geo Sales Leadership on tier movement decisions and providing partners actionable criteria for program advancement.
- Served as trusted advisor during weekly forecast calls and quarter end reviews with Channel Chief and Global Partner Leaders (AMER, EMEA, APAC, GSI, MSP, Federal), delivering critical performance analysis and certification tracking that shaped revenue forecasting and partner investment strategy.
- Expanded team capacity by onboarding and managing a contractor from The Channel Company (CRN), overseeing their workload, conducting weekly progress reviews, and maintaining program momentum while building the team.
Sr. Analyst, Program & Operations, WW Channel Operations
2014 – 2016
- Architected comprehensive partner analytics framework that unified data from multiple systems (Salesforce, Oracle, Marketing Automation), enabling channel executives to evaluate and optimize 1,250+ global partners generating over $900M in revenue.
- Delivered critical channel performance analyses to Sales Executive Team, Finance, and Channel leadership, driving strategic decisions on contra-revenue allocation, sales quotas, and program performance metrics.
Salesforce Analyst, Data Quality, Sales Operations
2012 – 2014
- Collaborated with IT, Sales, Finance, and executive stakeholders to implement Riverbed's first Customer Data Hierarchy (Oracle CDH), establishing enterprise-wide customer master data management that standardized all downstream reporting.
- Established, trained, and managed a cross-departmental data task force by coordinating with department heads for underutilized interns, creating enablement materials, training the team, then leading the cleanup of 12,000+ customer records in 90 days accelerating access to accurate customer segmentation data.
Salesforce Consultant, Marketing Intelligence
2011 – 2012
- Delivered customer segmentation analysis of $60M in sales data, uncovering critical data quality gaps impacting quarterly reporting accuracy.
- Designed, implemented, and managed SFDC data quality dashboards that transformed reactive quarter-end validation into proactive daily workflows which significantly reduced quarter end reporting preparation time.
The Brooklyn Hospital Center & Independent Practice
Project Manager, Community Outreach & Freelance Design
7 years · Brooklyn, NY (Onsite) · 2004 – 2011
Led community publication and outreach at Brooklyn Hospital while running an independent graphic, print, and web design practice — the foundation of a career built at the intersection of design and operational thinking.
- The Channel Company, CRN 5 Star – Riverbed Rise, Best in Class Partner Program (Team), Fall '17
- Most Impactful Member of Revenue Operations, IBM/HashiCorp, Spring '22
Section School · 2024 – 2026
Executive MBA Coursework — AI Business Integration, Sales & Marketing, Leadership
In Their Words
Duncan is a data-driven professional with a keen eye for identifying strategic opportunities. His expertise in data analysis and his ability to translate complex information into actionable insights make him a valuable asset. Duncan is also a process expert — he can take complex issues and clearly identify gaps and solutions. I highly recommend Duncan for any position that requires a strategic thinker with a strong understanding of data analytics and systems processes.
Meg Brennan Hewlett-Packard Head of WW Partner Strategy, Programs & Experience Former Manager, RiverbedDuncan is a data-driven channel operations leader who consistently delivers results. His ability to translate complex data into actionable strategies is a rare talent. Duncan's expertise in process optimization and partner program design helped us streamline operations and improve the overall partner experience. I highly recommend Duncan for any organization looking to transform their channel operations into a strategic growth engine.
Joe Weber Axonius SVP, Customer Success & Tech Support Former Colleague, HashiCorpDuncan is a highly versatile and talented businessman. When I needed someone to help on a tight deadline, I naturally turned to Duncan. He was able to quickly understand our needs with little direction, worked tirelessly with amazing attention to detail, and was instrumental in the successful completion of our project. Everyone on our team wants to work with Duncan again.
Arturo Morosoff Intuitive Surgical Director, Data Analytics & AI Former Client