Partner Engine & Strategic Agreements

AWS and Esri had a jointly scoped co-build for a native AWS geospatial solution. Engineering cycles were committed but momentum was gone; neither side had an executive forcing function.

Rebuilt executive commitment on both sides and reframed the program around a launch-anchored plan with re:Invent 2025 as the immovable date. Drove alignment to the top of both organizations, securing the deepest Esri CEO engagement in partnership history to lock sponsorship. Sat at the table for scope and architecture decisions — MVP cut, integration path, which AWS service teams committed engineering.

Launched AWS Nebula at re:Invent 2025. Forecasting $2M FY26 revenue with $10M top of funnel. The reset executive relationship underpinned the broader Esri agreement stack.

Esri was a large but commercially conventional relationship. Strong revenue, no mechanism forcing joint innovation, no vehicle for enterprise services delivery.

Negotiated and launched the multi-year Esri private pricing agreement — one of the largest strategic pricing agreements secured in 2025 — locking consumption. Structured a separate AI-focused SCA funding two Foundation Models and a Model Server POC, directed explicitly at engineering deliverables, not marketing activity. Shaped the AWS ProServe / Esri ProServe MSA as the services delivery vehicle.

Multi-year PPA anchoring consumption, two Foundation Models and a Model Server POC in production dev, MSA influencing $14.3M ARR and $4.6M pipeline, anchored by a $3.1M American Electric Power FY26 opportunity.

AWS customers were struggling with cloud cost, hybrid sprawl, and Kubernetes efficiency. CloudBolt had the product but needed the commercial + engineering structure to scale on AWS.

Negotiated the 3-year SCA with private pricing, MDF, and co-investment built in. Aligned executives on the joint-engineered solution roadmap (EKS efficiency, hybrid management) instead of a pure marketing agreement.

SCA signed Dec 16, 2025. Joint engineering scope is defined at contract, not left to good intentions.

Financial services customers wanted KYC search capabilities that OpenSearch didn't ship natively. Partner engineering had the domain expertise; AWS had the funding programs.

Directed the OpenSearch plugin build with partner engineering leadership. Converted $900K+ in AWS POC and MAP funding into a productized capability, then wired the migration programs that turn POC into paid consumption.

$20M partner TCV converted out of $900K+ POC/MAP funding. Bedrock apps for audit automation and security policy generation shipped alongside on the same operating cadence.