I run partner sales across AWS, Databricks, and Anthropic: a mature co-sell motion on one side, an AI alliance built from zero on the other. Co-sell pipeline, marketplace contracts, tri-party pursuits, and partner funding that changes deal math. Measured in bookings, from first intro to signed contract.
Building an alliance with a model vendor from scratch: the framework, the joint value proposition, the first co-sell wins, and how to get field attention before you have case studies.
Model vendor, hyperscaler, services firm: three parties, one deal. Who funds what, how the deal math works, and how to run a multi-party pursuit without losing the customer in the middle.
Working AWS, Azure, and Google Cloud field teams as a services partner: incentives, territory alignment, and earning the second referral.
Wide partner portfolios stall. How to choose the 5 partners who will move revenue this year, what to tell the rest, and the quarterly review that keeps the list honest.
Sessions on partner prioritization, marketplace, and cloud GTM for the industry's largest partnerships community.
Host of DC meetups bringing partner professionals together across hyperscalers, ISVs, and services firms.
A rare combination: partnerships depth with 13 years of professional stage experience. Panels, keynotes, and fireside chats for Fortune 500, including Amazon, Cisco, IBM, PepsiCo, Bank of America, Caterpillar, and HP to name a few.
I write about AI partner sales on LinkedIn. Three positions I keep defending:
A partner portfolio of 5 beats a portfolio of 50. Pipeline comes from the partners whose field teams know your name.
Marketplace is becoming the default contract vehicle for enterprise AI. Firms that sell through it win on procurement speed.
Model vendors need implementation partners faster than they can certify them. Services firms that build Claude and Databricks delivery capability now will set the commercial terms later.