Cloud and AI alliance leader. I turn platform relationships into durable revenue engines.
Consistent over-performance against enterprise quota: 106% ('22), 112% ('23), 130.9% ('24), 123.6% ('25) on $237M with 42% YoY growth, and 119.1% YTD in 2026 ($38.4M vs $32.2M quota). 91% of 2025 transactions flowed through AWS Marketplace and partner-sourced pipeline grew 482% YoY.
Structured and negotiated $400M+ in strategic agreements spanning AWS Marketplace, private pricing, MDF, co-investment, and consumption-based models. Landed two high-visibility Strategic Collaboration Agreements — Esri × AWS (Oct 2025) and CloudBolt × AWS (Dec 2025) — and delivered 12 co-engineered industry solutions including Foundation Models, Amazon Bedrock applications, an OpenSearch plugin for FSI KYC, and migration programs that converted POC/MAP funding into significant TCV.
Leads an 8-person team across field mobilization, launch coordination, executive engagement, and co-engineered solutions. Directed 12 co-engineered industry solutions with AWS and partner engineering. Trained and enabled 200+ AEs and SAs, ran QBRs and executive engagement with 15+ C-suite stakeholders, and built vertical GTM frameworks that generated $25M+ in joint revenue and pipeline. The hard part isn't headcount — it's designing motions that move a distributed seller organization without direct authority: program status, compensation mechanics, and customer demand signals wired into the same operating cadence.
Investor at Velocity Investments (small-cap industrials) and minority owner at Budco Tool & Die, where practical AI tooling helped move DSO down to 35–40 days. The value for alliance work: firsthand P&L exposure, working-capital reality, and an understanding of what technology adoption actually looks like inside a real operating business.
Inside AWS I built a 17-agent 'Chief of Staff' operating system running on a 06:30 AM brief / 05:00 PM wrap cadence — pipeline & revenue, 2x2, OpenAI partnership, executive prep, team & comms. It recaptures ~8–10 hours a week and its 3-tier 2x2 automation was adopted by peer managers and leadership teams. Outside AWS, Budco QuoteBot — Claude + Supabase, human-in-the-loop — is used every week on the CNC shop floor. Practical tools built for real teams, not enterprise infra.
Publishes long-form writing on LinkedIn: how partner motions become engineering problems, what the OpenAI × AWS public-sector playbook actually looks like, and why sales leaders who ship code have unfair leverage. Recurring themes: attribution, marketplace mechanics, and where GTM meets shipped systems.
Advancing Generative AI in ArcGIS.
Multi-year Strategic Collaboration Agreement covering foundation models for geospatial data, next-gen ArcGIS AI assistants on Amazon Bedrock, and agentic architectures for enterprise geospatial workflows. I structured the underlying commercial architecture: a multi-year private pricing agreement, plus a dedicated AI-focused SCA funding two Foundation Models and a Model Server POC. Drove executive-level scope, funding, and roadmap decisions and ran the geospatial co-build to re:Invent — including an OpenSearch plugin and Bedrock applications.
Building, managing, and optimizing AWS environments.
3-year Strategic Collaboration Agreement focused on helping customers build, manage, and optimize AWS environments — cloud cost optimization, hybrid cloud management, and Kubernetes efficiency at scale. I negotiated the commercial structure and joint-engineered solution scope: private pricing, MDF, and co-investment built into the agreement, with executive alignment on the roadmap.
Enterprise motions and shipped AI systems. Metrics are current as of mid-2026.
As Head of Strategic ISV & Partner Alliances (Cloud & AI Partnerships) at AWS, I own a $200M+ ecosystem across energy, financial services, geospatial, cybersecurity, and compliance — including AWS's GTM relationship with OpenAI. I own joint partnership strategy, co-sell, co-innovation, and executive governance across commercial and public sector.
Built the partner-sourced pipeline engine across ISV sell-to and partner sell-through motions (482% YoY pipeline growth — 134 new opportunities, $26M ARR). Structured and negotiated $400M+ in strategic agreements — Marketplace, private pricing, MDF, co-investment, and consumption-based models — including the Esri multi-year PPA, the Esri AI-focused SCA, and the CloudBolt 3-year SCA. Drove 12 co-innovation initiatives with Product, Engineering, and GTM — including two Foundation Model launches and an AI-powered compliance platform. Shaped the operating plan for AWS's GTM relationship with OpenAI: aligned product priorities, coordinated launch milestones, and managed partner dependencies across field, product, and engineering. Created 4 vertical partner GTM plays generating $25M+ in combined joint revenue and pipeline; expanded partnership presence into 5 new Middle East markets from zero with 11 Marketplace listings established.
$237M in 2025 at 123.6% attainment, 42% YoY growth; 91% Marketplace transaction rate; 2026 tracking 119.1% YTD ($38.4M vs $32.2M quota). Above plan across four consecutive years: 130.9% (2024), 112% (2023), 106% (2022). Enablement scaled beyond direct oversight — 200+ sellers and SAs trained; playbooks and pipeline telemetry adopted across the broader AWS business.
AWS's GTM relationship with OpenAI needed an operating plan for the public-sector motion — GovCloud access, partner dependencies, launch coordination, and executive cadence — inside an existing Strategic ISV & Partner Alliances remit, not as a separate program. No dedicated headcount, no pre-existing playbook.
Shaped the joint operating plan across product priorities, launch milestones, and partner dependencies. Stood up the OAI Delegation-of-Work review workflow with SharePoint tracking so GovCloud access requests moved through federal and defense-sector entities on a predictable clock. Ran executive cadence with AWS and OpenAI leadership (Weekly OpenAI Activity Summary, OpenAI executive leadership 1:1 briefing automation, MBR consolidation). Wired the motion into the same field mechanics that run the rest of the $200M+ book — enablement, pipeline hygiene, Marketplace routing — so the OpenAI partnership compounded on existing infrastructure instead of demanding a parallel one.
13+ GovCloud access requests processed on cadence. Weekly OpenAI Activity Summary adopted at the VP level — VP leadership requested expansion to two versions on quality. Executive governance and launch coordination running without net-new program-management headcount. High-visibility example of the alliance-leader playbook: joint partnership strategy, co-sell, co-innovation, and executive governance across commercial and public sector.
Sr. Director, Partner Alliances (Mar–Sep 2022). Built the cloud and GSI partnership motion from the ground up for manufacturing, energy, and automotive — no prior infrastructure, no scorecard, no ramp expectations.
Designed alliance strategy, technical alignment, and field execution. Secured executive sponsorship, built joint enablement programs with three strategic partners, and translated across partner leadership, field teams, and the Databricks product org.
Grew partner revenue $0 → $7.9M ARR in six months. Partner revenue influence moved from 35% to 85% inside two quarters — a materially larger addressable pipeline with zero net-new AEs.
Four AWS assignments across Strategic Accounts, VMware Cloud on AWS, Partner Acquisition & Incubation, and Named Account Manager — each measured on ARR and each a 0-to-1 or turnaround build.
Sr. Manager, Partner Alliances — Strategic Accounts (2021–2022): led cloud and ISV partnership execution across AWS's 20 most complex global accounts; coordinated product, field, and partner stakeholders; built CEO-to-CEO governance frameworks between AWS and strategic partner leadership. Sr. Manager, Hybrid Cloud Alliances / VMware Cloud on AWS (2019–2021): built and led an 8-person US/LATAM alliance team, deep technical and commercial coordination with VMware and its partner ecosystem. Manager, Partner Development — Acquisition & Incubation (2018–2019): built AWS's North America partner acquisition program from scratch — recruited, onboarded, and activated strategic ISV and SI partners at scale; authored the onboarding + launch playbook. Named Account Manager (2016–2018): first enterprise hire outside Chicago, built the territory from scratch.
Strategic Accounts: $268M ARR at 300% YoY — $191M via GSIs (Accenture, Wipro, Deloitte, PwC, Cognizant) and $77M via cloud ISVs (Databricks, Snowflake, MongoDB), $14M via AWS Marketplace. VMware Cloud on AWS: 104% attainment, 70% YoY. Partner Acquisition: 200+ strategic partners recruited, $17.5M ARR year one, playbook adopted org-wide. Named Account: 123% attainment (2016), 101% (2018 YTD), closed one of the segment's largest enterprise deals — a multi-million-dollar, 3-year commitment.
Two live systems, same discipline. Inside AWS: a 17-agent 'Chief of Staff' orchestration layer running a $200M+ portfolio across 5 partner segments plus the OpenAI Public Sector GTM, without net-new program-management headcount. Outside AWS: Budco QuoteBot, a Claude-based CNC estimating tool the shop floor actually uses. Both are practical tools built for real teams — human-in-the-loop where money moves.
Chief of Staff OS — orchestration across 5 functional teams (Pipeline & Revenue, 2x2, OpenAI Partnership, Executive Prep, Team & Comms) on a 06:30 AM brief / 05:00 PM wrap cadence. Layered on 10 net-new mechanisms in H1 FY2026: 3-Tier 2x2 Automation (PAM Scout → LT Aggregator → Master Aggregator), WWPS ISV Pipeline Intelligence, Pipeline Hygiene Agent, OAI Delegation-of-Work Review with SharePoint tracking, SAP NS2 Monthly Partner Snapshot, OpenAI executive leadership 1:1 Briefing Automation, MBR consolidation (4 → 1), Weekly OpenAI Activity Summary, NS2 First GTM Funding Mechanism, SaaS Co-Sell Benefit Resolution. Budco QuoteBot — RFQ ingestion (drawings + specs), Claude extraction of material / setups / tolerances / finish, historical quote matching, per-line-item confidence scoring, mandatory estimator review before anything leaves the shop.
Chief of Staff OS: ~8–10 hrs/week recaptured, zero missed signals, full audit trail; 2x2 automation adopted by two peer managers; Pipeline Hygiene Agent surfaced 12 red flags across 39 opportunities in one week on a peer IC manager's book; SaaS Co-Sell Benefit Resolution resolved a co-sell benefit gap affecting seller compensation at scale. Budco QuoteBot: first-pass drafts in minutes instead of days, estimator time reallocated to complex jobs, contributed to DSO improvement to 35–40 days. Team members shipped in the same patterns — the team solutions architect's ArcGIS SA Agent (400+ hrs/mo saved across 20 SAs) and the team member's Efterlev open-source FedRAMP scanner alongside NS2's first GenAI production workload.
// src/agents/chief-of-staff.ts — 06:30 brief / 17:00 wrap
import { runTeam } from "@/lib/agents";
const TEAMS = [
"pipeline-revenue", // WWPS ISV Intel, Pipeline Hygiene, per-IC red flags
"twobytwo", // 3-tier: PAM Scout → LT Aggregator → Master Aggregator
"oai-partnership", // OAI Delegation-of-Work, GovCloud access reviews
"exec-prep", // exec 1:1s, VP MBR, NS2 Monthly Snapshot
"team-comms", // Weekly OAI Activity Summary, coaching nudges
] as const;
export async function morningBrief() {
const results = await Promise.all(TEAMS.map(runTeam));
const brief = await synthesize(results, {
surface: "decision-layer-only", // I review / approve / direct
audit: true, // full trail per signal
dedupe: "by-account-and-owner",
});
await postToSlack("#eric-chief-of-staff", brief);
return brief; // hands off to me — never auto-acts on money or comp
}
// src/agents/quote-bot.ts — Budco shop floor (Claude + Supabase)
export async function quoteJob(job: JobSpec) {
const res = await claude.messages.create({
model: "claude-sonnet-4",
system: estimatingRubric, // material, setups, cycle, tolerance, finish
messages: [{ role: "user", content: [
{ type: "text", text: renderRFQ(job) },
...job.drawings.map(toImageBlock),
]}],
tools: [priorQuotesTool], // retrieval over historical Budco quotes
});
const draft = parseQuote(res); // per-line confidence + reasoning
return enqueueForEstimatorReview(draft); // human-in-the-loop
}Enterprise Sales Director — GitHub · Cloud & Data Center Specialist — Microsoft · Territory Services Manager — Cisco · Sr. Sales Manager & Channel Development Manager — ExactTarget (Salesforce Marketing Cloud) · Technology Sales Manager, Public Sector — Oracle
Long-form writing on partner engineering, AI go-to-market, and where sales leadership meets shipped systems — published on LinkedIn.
Writing focuses on the mechanics of cloud and AI alliance programs — co-sell execution, Marketplace GTM, and the intersection of enterprise partnership strategy and shipped AI systems. Published on LinkedIn.
Read Eric's articles on LinkedInOpen to VP and Head-level roles in cloud and AI partnerships, alliances, and ecosystem GTM. Indianapolis, IN · Remote · Remote.