Rohan J. Thomas

About Rohan J. Thomas

I build revenue ecosystems — not just partner programs.Over 15 years at Microsoft, AWS, Twilio, HERE Technologies, and two VC-backed startups, I\'ve personally closed $2M–$50M enterprise deals while building the co-sell motions, GSI relationships, and marketplace infrastructure that generate pipeline at scale — without me needing to touch every deal.A few things that define how I operate:In my last two roles I\'ve been on the Executive Leadership Team with full strategic accountability for how partnerships contribute to board-level revenue metrics. Partnerships isn\'t a support function where I sit — it\'s a primary growth engine.I\'ve worked AWS from three angles: as an employee inside AWS\'s Global Partner Organization, as a vendor selling to AWS at Twilio and HERE, and as a startup VP building co-sell motions with AWS. I understand the three-sided view of how hyperscaler partnerships actually work.I\'ve also built and led global teams — managing a global team of Business Development Directors across AMER, EMEA, and APJ at Microsoft, and leading regional BD teams at HERE. I build the function, hire the team, and then run it. At Clumio and Yugabyte I\'ve been brought in as the founding partnerships hire — building the motion from zero before scaling the team around it.Recent proof points at Yugabyte: Signed an AWS Strategic Collaboration Agreement (SCA). Elevated Wipro to a Strategic Partnership — making Yugabyte the default PostgreSQL-compatible database across Wipro\'s enterprise GTM. Closed landmark deals with gaming and retail customers. Published on OCI, turning a competitor\'s cloud into a distribution channel. Led active AI GTM motions with AWS, Microsoft, Wipro, Lyzr, Persistent Systems, and Hexacluster.

Experience

1. VP, Global Partner Sales

   Yugabyte

   Nov 2024 — Present · Seattle, WA, US

   Reporting directly to the CEO as Yugabyte\'s founding partnerships hire — full strategic accountability for partner-generated revenue at a distributed SQL startup.Key milestones: Signed an AWS Strategic Collaboration Agreement (SCA) — Yugabyte\'s highest-tier hyperscaler commitment, requiring executive alignment across both organizations Elevated Wipro to Strategic Partner status, making Yugabyte the default PostgreSQL-compatible database across Wipro\'s enterprise GTM Closed landmark enterprise deals with marquee gaming and retail customers including core production database migrations Published Yugabyte on OCI — converting a direct database competitor\'s cloud into an active distribution channel Led active AI GTM motions with AWS, Microsoft, Wipro, Lyzr, Persistent Systems, and Hexacluster Initiated IBM OEM/BOM motion to embed Yugabyte in IBM enterprise solutions Migrated 100% of transactional volume to AWS, Azure, and GCP Marketplaces; implemented Workspan for pipeline governance

Education

• UW Foster School of Business

  Executive Education, A Strategic Approach to Marketing Innovation

  2009 — 2009

• INSEAD

  Business Strategy & Financial Acumen

  2015 — 2015

• University of Newcastle

  Bachelors, Management of Information Systems

Skills

• Go-to-Market Strategy
• Pre-Sales
• Technology Evangelism
• Thought Leadership
• Business Strategy
• Alliances
• Mobile Platforms
• Organizational Leadership
• Software Development
• Emerging Markets
• Platform Evangelism
• Microsoft Technologies
• Team Leadership
• Integration
• Business Development
• Software as a Service (Saas)
• Product Management
• Iot
• Project Management
• Cloud Computing
• Sales Enablement
• Product Marketing
• International Business Development
• Business Management
• Vendor Management
• Consulting
• Software Development Life Cycle (Sdlc)
• Strategic Partnerships
• Business Alliances
• Business Intelligence
• Leadership
• Customer Satisfaction
• Enterprise Software
• Enterprise Architecture
• Sales Management
• Cross-Functional Team Leadership
• Global Strategy
• International Sales & Marketing
• Business Analysis
• Executive Management