Chris Worthen
Covington,WA
Summary
Results-driven Cloud Alliances Director with over 10 years of experience in forging strategic partnerships and driving cloud solutions across diverse industries. Proven track record in developing and executing comprehensive go-to-market strategies that enhance collaboration between technology providers and clients. Adept at leveraging technical knowledge and market insights to identify opportunities, foster relationships, and accelerate revenue growth. Strong leadership skills with a focus on cross-functional team alignment and stakeholder engagement. Passionate about enabling organizations to harness the full potential of cloud technologies to achieve their business objectives. Excellent communicator with a strategic mindset and a commitment to delivering exceptional value to partners and customers alike.
Overview
2025
2025
years of professional experience
Work History
Director, Cloud Alliances
Astronomer
05.2024 - 09.2024
- Owned Go-To-Market Strategy for sell-through and sell-to partnership with Amazon Web Services and drove Co-Sell for Microsoft Azure & Google Cloud partnerships
- Worked cross-functionally to leverage Go-To-Market partnership benefits for Co-Sell, Co-Market & Co-Build.
- Developed champions in influential leadership positions relative to partnerships to drive alignment and accelerate Go-To-Market.
- Leveraged professional networks and industry knowledge to strengthen client relationships.
- Negotiated favorable contracts with vendors for reduced costs and improved service quality.
- Increased company revenue by streamlining processes and implementing cost-saving measures.
- Facilitated cross-functional collaboration for improved decision-making processes within the organization.
- Led operational efficiency initiative for CRM integration to streamline pipeline sharing for partnership.
Sr Alliances Partner Manager, AWS & GCP
Lacework, Inc
01.2021 - Current
- Successfully enabled 3 pillars for each CSP (CoSell, CoBuild, CoMarket)
- Worked cross-functionally across Sales, Marketing, Legal, Finance and Product teams to define program execution workflows for CSP engagement
- Responsible for NAMER Sales & Enablement related to CSP GTM
- Coordination across multiple Geos & Segments to align on Sales Plays and Offerings related to Cloud Security
- Advanced from AWS Global Startup Partner Program to elite SaaS Partner Status
- CSP Support teams grew from 1 to 15 to include resources from Marketing, Sell-to & Sell-with, Marketplace, Integrations and Executive alignment
- Exceeded sales goals by driving 250% YOY towards sales targets for 2 years from beginning of 2021 to end of 2022
- (300% YOY in year 1 and 200% YOY in year 2)
- Established processes with automation and interviewed headcount for Alliances to build out Partner Management team which resulted in driving 55%+ in influenced SaaS ARR
- Consulted in Strategic Contract Negotiations, including Strategic Investment Letter & Enterprise Discount Plan with AWS to drive more value for Lacework and lower COGs
- Established deep connections with AWS GTM organization including Sales, ISV/Channel Partner Managers and Marketplace teams.
Global Partner Account Manager, Cloud Platforms
Chef Software
08.2019 - 01.2021
- Brought on to create and define the GTM strategy within the Cloud Platform & Hyperscale network
- Successfully launched and developed new Cloud partnerships to extend the reach of the company’s sales efforts, including a highly profitable two-way partnership with Microsoft & AWS
- Responsible for management of Enterprise Cloud Marketplace offerings and procurement of Chef solutions through partner purchasing vehicles
- Maintained contract staff by recruiting, selecting, orienting, and training employees
- Ensures a safe, secure, and legal work environment.
Global Business Development Manager, Azure
Zones, Inc
03.2014 - 08.2019
- Owned the strategy and execution for programs that enable partners with ISV software products to reach more customers and align with the sales organization globally through cloud platforms
- Developed innovative cloud solutions offerings to close deals, leveraging partners and ISVs which resulted in 2000%+ Growth in Azure Sales & Winners Circle Award.
Global Alliances Program Manager, Microsoft Cloud Services
Zones, Inc
Microsoft Software Licensing Expert
Zones, Inc
Partner and Product Management: Software QC Specialist
Zones, Inc
Retail Sales Representative
Verizon Wireless
08.2012 - 12.2013
Deskside Support Technician for Moss Adams LLP
Robert Half Technologies - Temporary Assignment
03.2012 - 08.2012
Education
Bachelor of Science - Computer Science
University of Great Falls/Providence University
Great Falls05.2011
Skills
- Strategic Partner Management
- ISV / CSP Alliances
- Executive Relationship-Building
- Sales Enablement & Operations
- Contract & Deal Negotiation
- Project & Program Management
- Customer Retention & Loyalty
- Marketing & Lead Generation
- Account Management & Growth
- Channel Development
- ISV Go-to-Market (GTM) Strategy
- Territory Planning & Management
- Public Speaking & Presentations
- Cloud Marketplace GTM
- Cloud Solutions Knowledge
- Multi-Cloud Solutions
- AWS/GCP/Azure
- SaaS/IaaS/PaaS
- Secrets Management
- K8s
- Professional & Managed Services
- Cloud Security & Compliance
- Access Management
- DevSecOps
- ISV GTM
- Behavioral Anomaly Detection
- Established Platform & ISV Relationships
Timeline
Director, Cloud Alliances
Astronomer
05.2024 - 09.2024
Sr Alliances Partner Manager, AWS & GCP
Lacework, Inc
01.2021 - Current
Global Partner Account Manager, Cloud Platforms
Chef Software
08.2019 - 01.2021
Global Business Development Manager, Azure
Zones, Inc
03.2014 - 08.2019
Retail Sales Representative
Verizon Wireless
08.2012 - 12.2013
Deskside Support Technician for Moss Adams LLP
Robert Half Technologies - Temporary Assignment
03.2012 - 08.2012
Global Alliances Program Manager, Microsoft Cloud Services
Zones, Inc
Microsoft Software Licensing Expert
Zones, Inc
Partner and Product Management: Software QC Specialist
Zones, Inc
Bachelor of Science - Computer Science
University of Great Falls/Providence University
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