Dave Larson

Founded and leads an advisory practice helping ISVs and channel organizations build cloud alliance programs and accelerate hyperscaler co-sell and Marketplace revenue across AWS, Azure, and GCP. Created the AWS Marketplace Operations Toolkit, including Marketplace readiness assessment, CPPO workflow SOPs, private offer pipeline tracking, KPI dashboards, and launch governance.

Led cloud alliance strategy across AWS and GCP, strengthening co-sell relationships and partner engagement in commercial and federal markets. Drove channel partnerships and directed MDF investment to maximize co-marketing impact and partner-influenced pipeline.

Built and scaled SHI's AWS Marketplace sales enablement motion by retraining frontline sellers and embedding Marketplace earlier in customer conversations. Increased Marketplace transactions, influenced $200M+ in Marketplace revenue, and aligned ISV partner relationships with AWS ACE-driven joint pipeline.

Built and managed enterprise customer relationships while delivering against revenue targets over a six-year tenure. Led a $4M commercial opportunity through solution positioning and executive engagement, coordinating vendor teams and target account strategies for regional growth.

Managed customer renewals by building trusted relationships and aligning licensing strategy with long-term customer goals. Reduced churn by 18% and grew contract extension rates by 35%.

Closed a $2M+ public-sector mobility opportunity by 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 to drive joint pipeline and co-sell revenue across the mobility channel ecosystem.

Completed business management coursework at College of Lake County.