Revenue at Scale

Coming off 130.9% in 2024, the 2025 plan was to grow a book that most peers assumed had already peaked. Category maturity, quota reset upward, and macro conditions all pointed to a hard year.

Leaned into Marketplace mechanics (private offers, private pricing, consumption-based) instead of net-new logo count. Reallocated team focus toward the 12 co-engineered solutions and the two SCAs where revenue compounds. Kept enablement tight on the 200+ AEs and SAs closest to the pipeline.

$237M revenue at 123.6% attainment, 42% YoY growth. 91% of transactions flowed through AWS Marketplace. 2026 opened at 119.1% YTD ($38.4M vs $32.2M quota) — the streak keeps pacing forward.

GenAI was a category everyone claimed and few could actually monetize inside enterprise accounts already deep on other AWS services.

Prioritized Bedrock and SageMaker attach on the strongest existing consumption accounts. Built the pipeline account-by-account with the field, not campaign-first.

$8M ARR GenAI pipeline across 28 opportunities; 70% of territory consuming GenAI services; ML revenue up 152% YoY. Same accounts, deeper wallet.

Cloud ISVs (Databricks, Snowflake, MongoDB) were producing consumption, but attribution and Marketplace friction were leaving revenue on the table.

Ran the full partnership lifecycle from technical alignment through commercial close, with an explicit push to route transactions through AWS Marketplace private offers to unlock procurement speed and consumption commit.

$77M generated through cloud ISVs, including $14M via AWS Marketplace. 91% Marketplace transaction rate across the book.

A strategic customer wanted to standardize a security workload on AWS but was locked into an Oracle Cloud contract with real switching costs.

Structured the commercial displacement with private pricing and migration funding, and drove partner engineering into the integration path so the security posture story didn't regress on the move.

$700K ARR security workload migrated to AWS. Same operating pattern converted $900K+ POC/MAP funding into $20M partner TCV downstream and migrated a $3M+ ARR real-time analytics platform.