Thomas Burling | GTM & Partnerships Executive

Track Record

18+ years building partner-led revenue at enterprise software companies. Here's what I've built.

LocalStack

Series A · 2025

Global Head of Partnerships

→ Built partner function from zero as first GTM executive hire
→ Fast-tracked AWS Global Startup Program in one quarter (typical: 18+ months)
→ Established executive relationships with AWS Financial Services leadership
→ Designed enterprise GTM model for $6-13M projected pipeline

Obsidian Security

Series C · 2024

Global Sr. Director, Strategic Partnerships & Cloud Alliances

→ Advanced AWS partnership from listed to validated in one quarter
→ Earned AWS Rising Stars and Passport status for global expansion
→ Contributed to 100+ joint opportunities across AWS, GCP, Snowflake, Databricks
→ Built repeatable multi-cloud GTM model adopted across US, EMEA, Australia

MongoDB

2021 – 2024

Sr. Director of Partnerships, West

→ $20M+ partner-sourced and partner-influenced pipeline
→ 150+ enterprise accounts in region with highest Fortune 100 concentration
→ Partnered on deals ranging $1M–$36M through hyperscaler and GSI co-sell
→ Designed GSI enablement program adopted as template for EMEA and APAC

IBM / Taos

2019 – 2021

Regional Director of Business Development, Cloud Partnerships

→ Led cloud GTM post-acquisition for Fortune 500 portfolio
→ End-to-end commercial execution: SOW authorship, proposals, hyperscaler co-sell
→ Sustained AWS and GCP co-sell motions through complex integration
→ Grew initial engagements into retained managed services relationships

I've Seen This Movie Before

Most Series A–C companies fail at partnerships for the same reasons: they hire too early without GTM readiness, treat partnerships as marketing instead of revenue, or build for hyperscaler optics instead of co-sell mechanics.

Common Failure Mode

Partnership hires with no pipeline infrastructure, no sales alignment, and no executive sponsorship from hyperscalers.

What I Fix

I build the operating system first: attribution, forecasting, governance, and cross-functional alignment—then scale headcount.

The Result

Faster enterprise penetration, reduced CAC through partner leverage, and a defensible GTM narrative for future exits.

What I Build

The operating systems that turn partner activity into predictable revenue.

Hyperscaler Co-Sell Motions

How AWS, GCP, and Azure partnerships actually work—from validation pathways to co-sell economics and marketplace monetization. I've built these programs twice from zero.

✓ Partnership validation roadmaps (Rising Stars, ISV programs, Global Startup)
✓ Co-sell mechanics and deal registration economics
✓ Marketplace strategy and revenue acceleration

GSI & Channel Programs

Partner enablement, certification programs, and field activation with Accenture, PwC, Wipro, TCS, Infosys, and regional VARs. What drives joint pipeline versus partner theater.

✓ GSI certification and enablement program design
✓ VAR and distributor activation
✓ Global delivery model coordination

Enterprise GTM Infrastructure

Pipeline forecasting, revenue attribution, executive reporting cadence, and cross-functional alignment. The systems that turn partner activity into predictable revenue.

✓ Partner-sourced pipeline tracking and attribution
✓ Executive reporting and QBR governance
✓ Cross-functional alignment with sales, marketing, product

ISV & Technology Alliances

Integration partnerships with platforms like Snowflake, Databricks, Docker, and HashiCorp. Technical alliance strategy that creates mutual pipeline, not just logo slides.

✓ ISV partnership development and integration strategy
✓ Technology partner co-marketing and co-sell
✓ Partner-led product feedback loops

How to Work Together

Three ways to engage, depending on what you need.

Operating Roles

Open to Opportunities

Open to VP / Head of Partnerships roles at companies ready to operationalize and scale partner-led revenue. Ideal fit: Series A–C infrastructure, data, or security companies building their first enterprise GTM motion.

For PE/VC Portfolio Companies:

I help PE firms de-risk partnership hires and accelerate time-to-value across portfolios. If your companies are hitting the inflection point where they need partner-led revenue but don't have the infrastructure, I've built that system four times.

Reduce Execution Risk

Proven playbook across stages

Faster Revenue Impact

90-day activation, not 18 months

Exit-Ready GTM

Repeatable, scalable, defensible

Let's talk →

Strategic Advisory

Short-Form Engagements

Advisory for investors, founders, and enterprise leaders navigating hyperscaler strategy, marketplace monetization, and partner program design. Engagements are evaluated for fit.

Common topics: Partnership due diligence, GTM design review, hyperscaler program strategy, partner org design, compensation benchmarking.

Discuss an engagement →

Expert Network Engagements

Due Diligence & Market Research

Available through GLG, Guidepoint, AlphaSights, and Coleman Research for investor due diligence, market research, and competitive analysis.

Topics Include:

• Hyperscaler co-sell economics and partnership validation
• Cloud marketplace strategy and ISV monetization
• Database and data platform competitive landscape
• GSI partnership models and enterprise GTM

About

I'm Thomas Burling, a partnerships and go-to-market executive with 18+ years building partner-led revenue at enterprise software companies.

I build partner functions from zero: entering ambiguous environments, establishing credibility through hands-on execution, designing repeatable partner-led revenue motions, then scaling people, process, and governance.

Recent roles include Global Head of Partnerships at LocalStack (Series A), Global Sr. Director of Strategic Partnerships at Obsidian Security, and Sr. Director of Partnerships at MongoDB, where I owned $20M+ in partner-sourced pipeline across 150+ Fortune 100 accounts.

Connect on LinkedIn

I Build Partner Functions for Cloud Infrastructure Companies