Matthew Schwalbe

About Matthew Schwalbe

Sales management and partnerships leader with 10+ years at AWS, Microsoft, and Neo4j, driving revenue growth through high-performing sales teams and strategic ISV co-sell initiatives. Skilled at building and leading teams from the ground up, forging strong executive partnerships, and executing joint go-to-market strategies that accelerate pipeline and close rates.Consistently exceed quotas by developing effective sales playbooks, managing robust partner ecosystems, and integrating advanced GenAI solutions. Experienced in working closely with CTO, CPO, and CRO stakeholders to embed AI-driven products like AWS Bedrock, third-party LLMs, and CoPilot tools—advancing partner offerings and speeding product roadmaps.Strong track record in pipeline management, sales forecasting, and optimizing sales processes for sustained growth. Open to connecting with founders, ISVs, and PE leaders seeking to scale sales teams, deepen partnerships, or leverage GenAI for real-world impact. Let’s connect.

Experience

1. Principal Account Manager

   Amazon Web Services (AWS)

   Apr 2023 — Present · Washington, DC, US

   Led OneTeam including solution architects, technical account managers, sales specialist and partner development manager to drive adoption of AWS’s full suite of services across Private Equity ISV portfolio customers.• Forge C-level alignment (CTO, CPO, CRO) around joint value propositions that result in \"better together\" story through AWS services integrations, resulting in $2.5M in new partner-sourced pipeline across commercial and public sector.• Develop and execute co-sell strategies with ISV partners, reducing average sales cycles by 25%, and increasing win rates by 30%.• Evangelize AWS GenAI services, including Bedrock and AgentCore, to improve time to market and test market fit for agentic use cases, securing 8 new agents in production.• Collaborate with CTOs and Service Team leadership to integrate AI into the software development lifecycle, boosting developer productivity and accelerating product roadmaps.• Lead demand generation and pipeline strategies, leveraging Salesforce (SFDC) to sustain a robust pipeline and ensure accurate forecasting.

Education

• California Polytechnic State University-San Luis Obispo

  Electrical Engineering, Power Electronics

  2001 — 2006

Skills

• Account Management
• Electronics
• Salesforce.com
• Microsoft Office
• Sales
• Semiconductors
• Leadership
• Contract Negotiation
• Selling
• Testing
• New Business Development
• Crm
• Wireless
• Business Development
• Sales Operations
• Customer Service
• Management
• Negotiation
• Strategic Planning
• Project Management
• Strategy
• Product Management