Scott Grissom
Partner Growth & GTM @ Google Cloud
Google
ex-Amazon Web Services (AWS)A core part of my work involves navigating the complexity of a major acquisition portfolio — integrating PLG-native startups into enterprise co-sell motions and scaling their revenue within a hyperscaler ecosystem.
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This requires bridging the gap between founder-led growth models and the structured GTM demands of large enterprises sales-led organizations, which is increasingly the challenge facing high-growth VC-backed companies entering the enterprise.
GTM Index
- INDEPENDENTJOB
- GTM Advisor4Y 4M
GTM Advisor | Expert Network Member
Independent
Partnering with leading expert networks—including AlphaSights, AlphaSense & ThirdBridge—to provide strategic advisory and commercial due diligence for institutional investors and venture capital firms.
- GOOGLEJOB
- Strategic Partnerships Lea…10M
Strategic Partnerships Lead, ISV - Google Cloud
Google
I lead end-to-end GTM strategy and co-sell execution for Google Cloud's two highest-leverage infrastructure partnerships—IBM Technology (Red Hat, HashiCorp, Datastax, Confluent) and NetApp—orchestrating an $100M+ enterprise pipeline across North America. Accelerate transaction velocity and marketplace scaling, achieving a 45% YoY increase in Cloud Marketplace transactions by building structured, repeatable co-sell frameworks that convert complex enterprise AI and data modernization initiatives into high-margin recurring revenue.
- AMAZON WEB SERVICES (AWS)JOB
- Senior Partner Sales Mgr -…1Y 9M
Senior Partner Sales Manager - Data & AI Enterprise ISV
Amazon Web Services (AWS)
- Portfolio Management & Scale: Managed an $895M portfolio of gross cloud spend across 12 tier-1 enterprise ISV accounts (including Datadog, NetApp, Confluent, and Teradata), directing a cross-functional matrixed team of 10 account managers to drive portfolio net expansion. - GTM & Value Creation Architecture: Architected and institutionalized the national Go-to-Market (GTM) playbook for B2B Enterprise Data Infrastructure, Analytics, and AI software segments, transforming how complex SaaS assets leverage cloud channels to compress sales cycles. - SaaS Metric Optimization & Marketplace Monetization: Pioneered hyperscaler marketplace co-sell models that directly improved portfolio companies'…
- Senior Partner Sales Mgr,…1Y 10M
Senior Partner Sales Manager, Enterprise ISV
Amazon Web Services (AWS)
- NETAPPJOB
- Partner Sales Leader, Spot…11M
Partner Sales Leader, Spot by NetApp
NetApp
- Post-Merger Integration & Stabilization: Navigated operational and commercial friction following NetApp’s acquisition of Spot, successfully stabilizing the Western US partner ecosystem and aligning legacy channel structures with high-growth SaaS delivery models. - SaaS Cross-Sell Acceleration: Spearheaded the regional Go-to-Market (GTM) execution to embed Spot’s FinOps and cloud-optimization SaaS solutions into NetApp's massive, established enterprise reseller network, unlocking net-new recurring revenue (ARR) streams. - Programmatic Partner Cultivation: Recruited, onboarded, and enabled elite cloud-focused Value-Added Resellers (VARs) and systems integrators across the Western US, system…
- SWITCHJOB
- Senior Partner Development…2Y
Senior Partner Development Manager, North America
Switch
- Zero-to-One Program Architecture: Formulated and executed the firm’s foundational indirect channel and alliance program from the ground up, establishing a net-new, highly scalable revenue distribution architecture. - Multi-Tiered Ecosystem Cultivation: Recruited and structured strategic commercial partnerships across elite Master Agents, Managed Service Providers (MSPs), Value-Added Resellers (VARs), and Tier-1 Brokers to expand market share in the critical infrastructure segment. - Capital Allocation & ROI Optimization: Controlled and deployed a $250K localized channel development budget, applying rigorous financial discipline to partner events and marketing campaigns to maximize pipel…
- TRIBALSCALEJOB
- Partner Development Mgr, AWS2M
Partner Development Manager, AWS
TribalScale
- Focused on strategic cloud partnerships within the US - Within my first 2 months converted 2 stale leads, to closed opportunities for $213k leading to an above average conversion rate - Grew booked meetings with C-suite 30% in the US - Responsible for generating net new business through our partner relationships
- HOOVER'S, A D&B COMPANYJOB
- Enterprise Account Mgr, Su…1Y 11M
Enterprise Account Manager, Supply Chain & Compliance, Risk, Sales & Marketing Solutions - National
Hoover's, a D&B company
SaaS- Data & Analytics Sales - Exceeded quarterly quota, producing over $1.5M in revenue per quarter on average - Managed accounts and stakeholders in the enterprise division, accounts between $250M and $1B annual revenue - Quota-Carrying role responsible for net new business as well as renewal business; 70% net new 30% renewal portfolio - National territory across Hi-Tech, Pharmaceutical, Healthcare & Life-science, Automotive, Media & Entertainment, and Manufacturing verticals
- TRACE3JOB
- Partner Development Mgr, S…1Y 11M
Partner Development Manager, Startups
Trace3
- Identified, recruited and on-boarded all start-up technology partnerships within the organization - Grew relationships with over 200+ start-ups & existing technology partners - Increased revenue through strategic partnerships 25% YoY, majority start-up technology partners - Managed partnerships with IBM, SAP, and Oracle - Responsible for presenting partner sales results to senior management
- Job: Amazon Web Services (AWS) — Senior Partner Sales Manager - Data & AI Enterprise ISV · 2024-01 – 2025-10 — - Portfolio Management & Scale: Managed an $895M portfolio of gross cloud spend across 12 tier-1 enterprise ISV accounts (including Datadog, NetApp, Confluent, and Teradata), directing a cross-functional matrixed team of 10 account managers to drive portfolio net expansion. - GTM & Value Creation Architecture: Architected and institutionalized the national Go-to-Market (GTM) playbook for B2B Enterprise Data Infrastructure, Analytics, and AI software segments, transforming how complex SaaS assets leverage cloud channels to compress sales cycles. - SaaS Metric Optimization & Marketplace Monetization: Pioneered hyperscaler marketplace co-sell models that directly improved portfolio companies'…
- Job: Switch — Senior Partner Development Manager, North America · 2019-04 – 2021-04 — - Zero-to-One Program Architecture: Formulated and executed the firm’s foundational indirect channel and alliance program from the ground up, establishing a net-new, highly scalable revenue distribution architecture. - Multi-Tiered Ecosystem Cultivation: Recruited and structured strategic commercial partnerships across elite Master Agents, Managed Service Providers (MSPs), Value-Added Resellers (VARs), and Tier-1 Brokers to expand market share in the critical infrastructure segment. - Capital Allocation & ROI Optimization: Controlled and deployed a $250K localized channel development budget, applying rigorous financial discipline to partner events and marketing campaigns to maximize pipel…
- Job: Trace3 — Partner Development Manager, Startups · 2015-04 – 2017-03 — - Identified, recruited and on-boarded all start-up technology partnerships within the organization - Grew relationships with over 200+ start-ups & existing technology partners - Increased revenue through strategic partnerships 25% YoY, majority start-up technology partners - Managed partnerships with IBM, SAP, and Oracle - Responsible for presenting partner sales results to senior management
- Job: Independent — GTM Advisor | Expert Network Member · 2022-04 – present — Partnering with leading expert networks—including AlphaSights, AlphaSense & ThirdBridge—to provide strategic advisory and commercial due diligence for institutional investors and venture capital firms.
- Job: NetApp — Partner Sales Leader, Spot by NetApp · 2021-04 – 2022-03 — - Post-Merger Integration & Stabilization: Navigated operational and commercial friction following NetApp’s acquisition of Spot, successfully stabilizing the Western US partner ecosystem and aligning legacy channel structures with high-growth SaaS delivery models. - SaaS Cross-Sell Acceleration: Spearheaded the regional Go-to-Market (GTM) execution to embed Spot’s FinOps and cloud-optimization SaaS solutions into NetApp's massive, established enterprise reseller network, unlocking net-new recurring revenue (ARR) streams. - Programmatic Partner Cultivation: Recruited, onboarded, and enabled elite cloud-focused Value-Added Resellers (VARs) and systems integrators across the Western US, system…
- Job: Amazon Web Services (AWS) — Senior Partner Sales Manager, Enterprise ISV · 2022-03 – 2024-01
- Job: Google — Strategic Partnerships Lead, ISV - Google Cloud · 2025-10 – present — I lead end-to-end GTM strategy and co-sell execution for Google Cloud's two highest-leverage infrastructure partnerships—IBM Technology (Red Hat, HashiCorp, Datastax, Confluent) and NetApp—orchestrating an $100M+ enterprise pipeline across North America. Accelerate transaction velocity and marketplace scaling, achieving a 45% YoY increase in Cloud Marketplace transactions by building structured, repeatable co-sell frameworks that convert complex enterprise AI and data modernization initiatives into high-margin recurring revenue.
- Job: TribalScale — Partner Development Manager, AWS · 2019-02 – 2019-04 — - Focused on strategic cloud partnerships within the US - Within my first 2 months converted 2 stale leads, to closed opportunities for $213k leading to an above average conversion rate - Grew booked meetings with C-suite 30% in the US - Responsible for generating net new business through our partner relationships
- Job: Hoover's, a D&B company — Enterprise Account Manager, Supply Chain & Compliance, Risk, Sales & Marketing Solutions - National · 2017-03 – 2019-02 — SaaS- Data & Analytics Sales - Exceeded quarterly quota, producing over $1.5M in revenue per quarter on average - Managed accounts and stakeholders in the enterprise division, accounts between $250M and $1B annual revenue - Quota-Carrying role responsible for net new business as well as renewal business; 70% net new 30% renewal portfolio - National territory across Hi-Tech, Pharmaceutical, Healthcare & Life-science, Automotive, Media & Entertainment, and Manufacturing verticals
- School: The Wharton School — Artificial Intelligence
- School: The Wharton School — Corporate Finance
- School: Arizona State University — Bachelor of Arts, Organizational Leadership
- School: Stanford University — Cloud Computing & Subscription Modeling
Skills
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