Dave Larson
Partner Alliance Manager with 5+ years building and scaling hyperscaler partnerships, co-sell revenue, and Marketplace growth across AWS, Microsoft Azure, and Google Cloud
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About
Partner Alliance Manager with 5+ years building and scaling hyperscaler partnerships, co-sell revenue, and Marketplace growth across AWS, Microsoft Azure, and Google Cloud. Known for cultivating high-impact ISV and hyperscaler relationships, influencing $200M+ in Marketplace revenue, and building the alliance infrastructure — CPPO workflows, private offer pipelines, co-sell governance, KPI dashboards — that turns partnership strategy into measurable joint revenue. Creator of the AWS Marketplace Operations Toolkit, an 8-module advisory framework commercialized for ISVs and SaaS organizations via Larson Marketplace Consulting.
Backed by 20+ years of technology sales and channel leadership, bringing a business-first perspective to alliance management, partner development, and cloud GTM execution. Currently advising clients part-time through Larson Marketplace Consulting while actively pursuing a full-time Partner Alliance Manager role.
Experience
Principal, Cloud Alliance & Marketplace Strategy at Larson Marketplace Consulting (2025-01 – Present)
Founded advisory practice helping ISVs and channel organizations build strategic cloud alliance programs, accelerate Marketplace revenue, and strengthen hyperscaler co-sell motions across AWS, Azure, and GCP.
- Developed and commercialized the AWS Marketplace Operations Toolkit — an 8-module operational framework published via Gumroad for ISV and SaaS organizations — covering Marketplace readiness (45-item assessment), CPPO workflow SOPs, private offer pipeline tracking, ACE co-sell management, KPI dashboards, executive scorecards, 30-60-90 day launch planning, and operational governance.
- Guide executive teams on partner strategy, CPPO and Private Offer positioning, co-sell program design, and AWS ACE adoption to maximize cloud partnership ROI.
- Advise on MDF strategy, partner QBR frameworks, and field engagement models that align cloud investment with business growth objectives.
Cloud Alliance & Marketplace Lead at New Tech Solutions (2024-02 – 2024-12)
Led cloud alliance strategy across AWS and GCP, driving approximately 30% Marketplace revenue growth through strengthened co-sell relationships and strategic partner engagement in commercial and federal markets.
- Structured and closed $15M+ in new channel partnerships; directed MDF investment strategy to maximize co-marketing impact and partner-influenced pipeline.
- Built strategic relationships with AWS, Carahsoft, Ingram Micro, and TD SYNNEX, aligning joint GTM priorities and accelerating partner-sourced revenue opportunities.
Cloud Marketplace & Hyperscaler Alliance Leader at SHI International Corp. (2022-01 – 2023-12)
Influenced $200M+ in Marketplace revenue by positioning AWS Marketplace as a core part of SHI's customer GTM motion, working closely with sales leadership to embed Marketplace early in every deal.
- Inherited SHI's existing AWS Marketplace program and built a new sales enablement motion within it from scratch — developing a custom presentation that demystified the Marketplace process for frontline sellers and made the revenue opportunity impossible to ignore.
- Drove daily Marketplace transactions from 2–3 to 10–15 per day following training rollout across 6,000+ sales associates — a direct result of changing how and when sellers introduced Marketplace into customer conversations.
- Cultivated strategic relationships with 425+ ISV partners and AWS Partner Development Managers, aligning co-sell priorities and driving joint pipeline through AWS ACE.
Enterprise Account Manager, Commercial Solutions at CDW (2015-06 – 2021-12)
Built and managed a portfolio of enterprise customer relationships, consistently delivering against revenue targets over a six-year tenure.
- Drove a $4M commercial opportunity through strategic solution positioning, executive engagement, and cross-functional vendor alignment.
- Partnered with vendor field teams on joint GTM initiatives, target account strategies, and regional growth programs — laying the foundation for a hyperscaler-focused alliance career.
Renewals Specialist at VMware (2014-04 – 2015-06)
Reduced customer churn 18% and grew contract extension rates 35% by building trusted renewal relationships and aligning licensing strategy with long-term customer goals.
Mobility & Channel Account Manager at TD SYNNEX (2011-11 – 2013-12)
Closed a $2M+ public-sector mobility opportunity, coordinating channel partners, vendor teams, and procurement stakeholders to deploy 15,000+ devices through the E-Rate program.
- Developed and grew VAR and MSP partner relationships, driving joint pipeline and co-sell revenue across the mobility and channel ecosystem.
Education
Business Management – College of Lake County
