Thomas burling

Converted a founder-level Google Cloud relationship, dormant at the field level for a year, into a working co-sell motion.

Leading sales for an agentic AI and intelligent automation platform (Everest Group PEAK Matrix Star Performer), hired to convert a founder-level Google Cloud relationship, dormant at the field level for a year, into a working co-sell motion.

• Took the Google Cloud partners

Obsidian Echo is an advisory and operating practice at the intersection of cloud ecosystems, enterprise revenue, and applied AI. I help growth-stage companies turn strategic partnerships into measurable growth through Hyperscaler alignment, GSI activation, co-sell execution, and cloud marketplace strategy.

Obsidian Echo also develops and operates House Burling, a production, self-hosted, model-ag

Executive hire at Series A, reporting to the CEO, to build the enterprise GTM and partnership function.

• Took AWS from zero standing to Global Startup Program acceptance in one quarter, against a typical 18-month timeline
• Built the partner ecosystem strategy across AWS, VARs (SHI, WWT), ISVs, and technology partners (Docker, HashiCorp, Canonical)
• Owned partner pipeline forecasting, revenue a

Built Obsidian Security’s cloud GTM and partnership function from zero, reporting directly to the CEO. Drove enterprise pipeline and revenue through hyperscaler co-sell motions, ISV integrations, and GSI program development.

Key results:
• Advanced the AWS partnership from listed to validated within one quarter, earning Rising Stars and Passport status to support expansion across EMEA, Australia,

Led regional GTM execution for MongoDB’s West Region, owning $20M+ in partner-sourced and partner-influenced enterprise pipeline across Fortune 100 accounts. Managed a regional pod of Account Executives and SI Pillar Managers, activating hyperscaler and GSI sales motions to accelerate database modernization and expand account penetration.

Key results:
• Drove multiple eight-figure enterprise oppo

Led regional cloud GTM and business development for IBM following the acquisition of Taos, integrating Taos’ cloud consulting and delivery model into IBM’s enterprise services organization. Played a key role in establishing the foundation for IBM’s modern cloud professional services capability across AWS, GCP, and Azure.

Scope and execution:
• Owned end-to-end cloud transformation engagements acr

Promoted to lead Fortune 500 cloud business development for the West inside the services delivery organization, reporting to the Head of National Alliance Sales. Owned executive engagement, deal shaping, SOWs and proposals for AWS and Google Cloud pursuits. Engagements and pursuits included Ross Stores, Dish, Activision Blizzard King, Autodesk, Ingram Micro and SpaceX.

Wrote and priced the statements of work for the cloud migration and datacenter transformation practice on the West Coast: Ingram Micro (GCP migration), Sony Pictures, Adobe (Marketo), First Republic Bank, Infor, LA Capital and Calvin Klein. Fixed-fee and hourly services engagements, scoped, priced and delivered by Taos, including Google Cloud partner-funded assessments. Designed target architectur

Served as Technical Account Manager and Senior Solution Architect for Mattel (Fortune 50), owning a $30M dual-datacenter migration to Equinix as part of a global Cloud First transformation. Partnered directly with C-suite executives, business leaders, and technical teams to design and deliver multi-cloud infrastructure solutions across AWS, Azure, and hybrid environments.

Key contributions:
• Led

Client-facing lead supporting a $30M dual-datacenter modernization for Mattel and migration to Equinix across 250+ applications.

Served as Senior Sales Engineer and Enterprise Solutions Architect supporting high-value SLED and enterprise accounts. Led pre- and post-sales engineering, solution design, and technical account strategy while driving revenue across public-sector and commercial environments.

Key contributions:
• Closed $2.4M in revenue across FY16–17, acting as Account Executive on strategic SLED and enterprise o

Served as Senior IT Consultant supporting west coast and Canadian clients, providing business process advisory, enterprise IT architecture guidance, and hands-on solution design. Supported partner-channel managed service offerings, contributed to technology portfolio development, and advised on governance, compliance, and infrastructure standards across regulated environments.

Founded and operated a financial-services-focused IT consulting and managed services firm serving investment banking, wealth management, and professional services clients.

Scope and responsibilities:
• Owned end-to-end client relationships, including business development, solution design, delivery, and ongoing account management
• Acted as primary advisor to executives at regulated financial serv

Served as primary IT and infrastructure advisor to a global investment banking firm, owning enterprise technology operations and modernization across New York, Los Angeles, and Geneva offices.

Scope and impact:
• Owned end-to-end IT infrastructure management for multiple international offices, supporting business-critical operations in a regulated financial services environment
• Led enterprise

Owned enterprise IT operations and modernization for a regulated financial services firm, supporting mission-critical systems, compliance requirements, and multi-office operations.

Scope and impact:
• Led end-to-end network and infrastructure modernization, including carrier migrations and resilient architecture design across firm locations
• Owned IT budget management and vendor strategy, deli

Entrusted with full ownership of information technology operations for a top-tier private equity firm, supporting mission-critical systems, executive workflows, and secure operations in a high-stakes investment environment.

Scope and impact:
• Led end-to-end modernization of the firm’s IT infrastructure, migrating from legacy environments to a secure, resilient, and scalable enterprise architect

Oct 2019

• Recipient of full tuition, FASTTRACK Scholarship

Mar 2019