Steven Follis
Senior Product Leader: AI/ML, Cloud Native, Serverless & Containers | Go-to-Market Strategy | Ex-AWS, Microsoft, Intel, Docker
Twilio Inc.
ex-Amazon Web Services (AWS)With a 15+ year track record at industry leaders like Intel, AWS, Microsoft, and Docker, I am a Senior Product and Go-to-Market (GTM) Leader who excels at driving commercial success for enterprise AI and cloud services.
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I thrive on turning complex customer needs into market-leading products that capture significant market share and accelerate user adoption. My career is defined by bridging the gap between deep technology and business value. I have a proven history of: 🔹 Leading Product Strategy & Adoption: As the product owner for Intel's Tiber AI Cloud, I spearheaded a modernization initiative that exceed annual user goals. At AWS I aligned roadmaps with the features customers needed. I also developed the initial feature set and launch strategy for the novel AWS App Runner cloud service. 🔹 Driving Growth & Revenue: I developed the Go to Market (GTM) strategy for the billion-dollar AWS Fargate business, helping deepen relationships and revenue with global financial services and software development companies and their serverless container use cases. 🔹 Building & Scaling High-Performance Teams: I have built, managed, and integrated high-performing technical sales and engineering teams. I played a key role in the successful acquisition of Docker Enterprise by Mirantis, where I integrated a 12-person combined sales engineering team and co-developed the unified post-acquisition product strategy. I am passionate about building products that solve real-world problems, mentoring world-class teams, and serving as a key spokesperson to influence clients, analysts, and executives. I am always open to connecting with fellow professionals and discussing new challenges in the AI and cloud application spaces.
GTM Index
- TWILIOJOB
- Senior Principal Product Mgr9M
Senior Principal Product Manager
Twilio Inc.
Founding member of the Twilio Field CTO team currently focused on: • Driving Adoption: Guiding customers through Twilio's newest platform capabilities. • Sharing the Vision: Translating our product roadmap for the users building on it. • Championing the Customer: Injecting real-world insights directly into our R&D process
- INTEL CORPORATIONJOB
- Principal Product Mgr, Tib…1Y 9M
Principal Product Manager, Tiber AI Cloud
Intel Corporation
Successfully managed the Tiber AI Cloud Learning Catalog service, driving significant user growth and operational improvements. • Exceed user adoption goals by 96% through partnerships with training, workshop, and education teams. • Doubled the content available and shifted focus to advanced AI and open-source tools. • Implemented features that eliminated cryptomining incidents, ensuring a secure platform for users.
- AMAZON WEB SERVICES (AWS)JOB
- Principal Container Outbou…3Y 6M
Principal Container Outbound Product Manager & Go-To-Market (GTM)
Amazon Web Services (AWS)
As the Principal Outbound Product Manager and GTM Specialist, I was responsible for driving the business development and go-to-market strategy for the $1.2B+ AWS Fargate serverless container business. I acted as the crucial link between our customers and the engineering teams, ensuring our product roadmap directly addressed market needs and fueled significant growth. ▪️ Served as a key public spokesperson and evangelist for AWS Fargate, influencing over 1,000 clients, analysts, and executives annually at major conferences like re:Invent. ▪️ Secured strategic enterprise wins by providing architectural best practices and hands-on support for complex, high-value sales opportunities. ▪️ Develo…
- MIRANTISJOB
- Dir, Solutions Eng (Docker…7M
Director, Solutions Engineering (Docker Enterprise Acquired by Mirantis)
Mirantis
Following Mirantis's successful acquisition of Docker Enterprise, I was selected for a key leadership role to steer the post-acquisition integration. My mission was to ensure business continuity and establish a unified strategy for the combined teams and product portfolio. ▪️ Led the integration of two distinct company cultures, merging the legacy Docker and Mirantis pre-sales organizations into a cohesive, high-performing 12-person sales engineering team. ▪️ Co-developed the unified post-acquisition product strategy, partnering with product leadership to create a clear roadmap that aligned the technology assets and communicated a strong future vision to customers.
- DOCKER,JOB
- Mgr, Solutions Eng7M
Manager, Solutions Engineering
Docker, Inc
Following my success as a Principal Solutions Engineer, I was promoted to build and lead the technical pre-sales organization for the US East and Public Sector regions. I was responsible for scaling the team's capabilities and ensuring we were a primary driver of company revenue. ▪️ Built, trained, and managed a high-performing team of 12 Solutions Engineers, fostering a culture of technical excellence and customer obsession. ▪️ Empowered the team to drive over $21M in annual sales through strategic pre-sales engagement for subscriptions, services, and training.
- Principal Solutions Eng &…1Y 10M
Principal Solutions Engineer & Technical Lead, Microsoft Alliance
Docker, Inc
As a senior technical sales leader, my role was to serve as the primary technical advisor for strategic enterprise accounts across North America. I specialized in demonstrating the value of Docker Enterprise to solve complex business challenges and built trusted relationships with key stakeholders. ▪️ Spearheaded the technical strategy for the Microsoft (MSFT) channel alliance, developing and executing co-selling initiatives that increased new qualified leads by 18%. ▪️ Led complex technical pre-sales cycles and architectural design sessions, successfully cultivating deep relationships with key enterprise clients to secure major contracts.
- MICROSOFTJOB
- Program Mgr, Azure Custome…2Y
Program Manager, Azure Customer Advisory Team (AzureCAT)
Microsoft
As a Cloud Architect within the prestigious Azure Customer Advisory Team (CAT), my mission was to help our most strategic partners and customers solve their toughest technical challenges on the Azure platform. I acted as a trusted advisor, blending deep architectural expertise with practical innovation. ▪️ Enabled over 500 systems integrator partners across Europe and Asia by designing and delivering deep-dive technical workshops on advanced cloud architecture. ▪️ Pioneered an internal automation tool, the "Whiskers" natural language chat bot, to streamline CRM data entry, reducing note ingestion time by a remarkable 80%.
- Consultant3Y 11M
Consultant
Microsoft
In my role as a consultant within Microsoft Services, I specialized in delivering world-class User Experience (UX) solutions for enterprise customers on the SharePoint and Office 365 platforms. I was recognized as a go-to expert for frontend development and design. ▪️ Selected as the founding frontend technical lead for the new, cross-vertical User Experience (UX) team, establishing best practices and technical standards from the ground up. ▪️ Led the end-to-end frontend development and UX workstreams for over 10 major enterprise engagements, directly improving the usability and adoption of SharePoint and Office 365 for key clients.
- BAYLOR UNIVERSITY DEPARTMENT OF CAMPUS RECREATIONJOB
- Graduate Assistant for Tec…9M
Graduate Assistant for Technology and Club Sports
Baylor University Department of Campus Recreation
- HPJOB
- i5 Lead Project Consultant3M
i5 Lead Project Consultant
HP
- MENTORS EDUCATION SOFTWAREJOB
- i5 Project Consultant1M
i5 Project Consultant
Mentors Education Software
- PROTIVITIJOB
- Technology Risk Intern1M
Technology Risk Intern
Protiviti
- Job: Twilio Inc. — Senior Principal Product Manager · 2026-01 – present · 7 mo — Founding member of the Twilio Field CTO team currently focused on: • Driving Adoption: Guiding customers through Twilio's newest platform capabilities. • Sharing the Vision: Translating our product roadmap for the users building on it. • Championing the Customer: Injecting real-world insights directly into our R&D process
- Job: Intel Corporation — Principal Product Manager, Tiber AI Cloud · 2024-03 – 2025-12 · 1y 9mo — Successfully managed the Tiber AI Cloud Learning Catalog service, driving significant user growth and operational improvements. • Exceed user adoption goals by 96% through partnerships with training, workshop, and education teams. • Doubled the content available and shifted focus to advanced AI and open-source tools. • Implemented features that eliminated cryptomining incidents, ensuring a secure platform for users.
- Job: Amazon Web Services (AWS) — Principal Container Outbound Product Manager & Go-To-Market (GTM) · 2020-08 – 2024-02 · 3y 6mo — As the Principal Outbound Product Manager and GTM Specialist, I was responsible for driving the business development and go-to-market strategy for the $1.2B+ AWS Fargate serverless container business. I acted as the crucial link between our customers and the engineering teams, ensuring our product roadmap directly addressed market needs and fueled significant growth. ▪️ Served as a key public spokesperson and evangelist for AWS Fargate, influencing over 1,000 clients, analysts, and executives annually at major conferences like re:Invent. ▪️ Secured strategic enterprise wins by providing architectural best practices and hands-on support for complex, high-value sales opportunities. ▪️ Develo…
- Job: Mirantis — Director, Solutions Engineering (Docker Enterprise Acquired by Mirantis) · 2019-12 – 2020-07 · 7 mo — Following Mirantis's successful acquisition of Docker Enterprise, I was selected for a key leadership role to steer the post-acquisition integration. My mission was to ensure business continuity and establish a unified strategy for the combined teams and product portfolio. ▪️ Led the integration of two distinct company cultures, merging the legacy Docker and Mirantis pre-sales organizations into a cohesive, high-performing 12-person sales engineering team. ▪️ Co-developed the unified post-acquisition product strategy, partnering with product leadership to create a clear roadmap that aligned the technology assets and communicated a strong future vision to customers.
- Job: Docker, Inc — Manager, Solutions Engineering · 2019-05 – 2019-12 · 7 mo — Following my success as a Principal Solutions Engineer, I was promoted to build and lead the technical pre-sales organization for the US East and Public Sector regions. I was responsible for scaling the team's capabilities and ensuring we were a primary driver of company revenue. ▪️ Built, trained, and managed a high-performing team of 12 Solutions Engineers, fostering a culture of technical excellence and customer obsession. ▪️ Empowered the team to drive over $21M in annual sales through strategic pre-sales engagement for subscriptions, services, and training.
- Job: Docker, Inc — Principal Solutions Engineer & Technical Lead, Microsoft Alliance · 2017-07 – 2019-05 · 1y 10mo — As a senior technical sales leader, my role was to serve as the primary technical advisor for strategic enterprise accounts across North America. I specialized in demonstrating the value of Docker Enterprise to solve complex business challenges and built trusted relationships with key stakeholders. ▪️ Spearheaded the technical strategy for the Microsoft (MSFT) channel alliance, developing and executing co-selling initiatives that increased new qualified leads by 18%. ▪️ Led complex technical pre-sales cycles and architectural design sessions, successfully cultivating deep relationships with key enterprise clients to secure major contracts.
- Job: Microsoft — Program Manager, Azure Customer Advisory Team (AzureCAT) · 2015-07 – 2017-07 · 2y — As a Cloud Architect within the prestigious Azure Customer Advisory Team (CAT), my mission was to help our most strategic partners and customers solve their toughest technical challenges on the Azure platform. I acted as a trusted advisor, blending deep architectural expertise with practical innovation. ▪️ Enabled over 500 systems integrator partners across Europe and Asia by designing and delivering deep-dive technical workshops on advanced cloud architecture. ▪️ Pioneered an internal automation tool, the "Whiskers" natural language chat bot, to streamline CRM data entry, reducing note ingestion time by a remarkable 80%.
- Job: Microsoft — Consultant · 2011-07 – 2015-06 · 3y 11mo — In my role as a consultant within Microsoft Services, I specialized in delivering world-class User Experience (UX) solutions for enterprise customers on the SharePoint and Office 365 platforms. I was recognized as a go-to expert for frontend development and design. ▪️ Selected as the founding frontend technical lead for the new, cross-vertical User Experience (UX) team, establishing best practices and technical standards from the ground up. ▪️ Led the end-to-end frontend development and UX workstreams for over 10 major enterprise engagements, directly improving the usability and adoption of SharePoint and Office 365 for key clients.
- Job: Baylor University Department of Campus Recreation — Graduate Assistant for Technology and Club Sports · 2010-08 – 2011-05 · 9 mo
- Job: HP — i5 Lead Project Consultant · 2010-05 – 2010-08 · 3 mo
- Job: Mentors Education Software — i5 Project Consultant · 2009-07 – 2009-08 · 1 mo
- Job: Protiviti — Technology Risk Intern · 2009-05 – 2009-06 · 1 mo
- School: Baylor University — BBA, Management Information Systems
- School: Baylor University - Hankamer School of Business — MSIS, Information Systems, Cybersecurity
Skills
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