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Los Angeles, California, United States, United States
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About Nelson Wang
Every week I write to 6,004 subscribers about the principles and frameworks I've learned about partnerships. You can join the newsletter at www.partnerprinciples.com and learn my exact system that took partnerships at 5 different companies from zero to $150M+ in ARR. I'm a Sales, Marketing and Partnerships leader with 17+ years experience building and executing a high growth sales playbook for fast growth startups.My work has been featured on Forbes, Fortune, Business Insider, Inc.com, The Huffington Post, Thrive Global, MSN Money, Mic.com, Thought Catalog, CRN, Optimizely Blog, Quartz, PopSugar, TheLadders and Product Hunt.Nothing excites me more than building sales, marketing and partnerships organizations from scratch. I've traveled to over 100 cities worldwide to do this. Currently the Head of Worldwide Partnerships at Airtable and previously held leadership roles at Miro, Box, VMware, Cisco, Optimizely and Toptal.Every high performing sales organization needs to embody 3 key elements: principles first thinking, execution and extraordinary people. Track record includes:★FY23: 213% of goal★FY22: 113% of goal★FY21: 131% of goal★President's Club FY20 - 121% of goal★President's Club FY19 - 150% of goal★President's Club FY18 - 137% of goal★FY14 - 130% of goal ★Recipient of Sales Grinder and Achiever Award (Only 1 given in the entire sales org)★Featured in CRN as "100 People You Should Know in 2012"★Awarded VMware US SMB Champ FY11, Top PBM and Americas Leadership Program & 102% of SMB quota.★#1 Cisco Operation (a $43M+ operation), 119% of quota★#1 Territory for 0% financing★#1 Partner recruiter nationally, 218% of quota★ Ranked as the #1 presenter out of a class of over 80 Cisco trainees★ Created 14 iPhone Apps with over 400,000 downloads to date. Hit #3 in Business, #30 in Business, #100 in Lifestyle and #15 in iPad Entertainment★ Published author of "The Resume is Dead" with 40,000+ kindle downloads, #1 in the Amazon resume category★ Coached 340+ people to help them land their dream job★ Built a list of over 70,000 subscribersI'm also an investor in the following companies: Pair Eyewear, Oxygen Bank, Skillbank, YAC, Kraken, Robinhood, Comparably, ZenSports, Mercato, Filo, Sana Health, Excision Biotherapeutics, Latchel, StyleSeat, Signadot, Equi, Kafene, Bling, Moons, Knix, Clearbanc, Anduin, Vinovest, Homebase, Genies, Cuboh, Boost, Zoe Financial, ElectroNeek, Yummy, Crossbeam, OpenIgloo, Lyft, Magic, HiGeorge, Maven, Salesken, Naduvi, Doorvest, 3 YC Demo Day Funds (W21), LP at Volt Capital and Essence Capita
Nelson Wang's Current Company Details
Nelson Wang Work Experience Details
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FounderPartner PrinciplesAustin, Tx, Us
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Head Of Worldwide PartnershipsAirtable Sep 2022 - PresentSan Francisco, California, UsLeading the Worldwide Partnerships Team at Airtable:•Core Focus: Responsible for launching the partner program from 0 to 1 with partner types including ISV, Services Partners, Resellers and Referral Partners to drive reach and differentiation•GTM Strategy & Execution: Built the GTM partner strategy cross functionally with the sales, legal, recruiting, enablement, services, operations and marketing teams •Internal Enablement: Partnered with sales and customer success teams by providing 12 partner enablement sessions •Services Partners: -Onboarded 95 accredited Airtable partners including 2 of the top 5 global consulting firms and hit 213% attainment against partner engagements goal to help drive customer success. -Also achieved 140% attainment against partner recruitment goal in FY23-Drove 133 partner certifications (160% YoY Growth)-Drove 272% YoY growth in Services Partner Enterprise Engagements•ISVs: Managed partners such as Slack, Microsoft, Zapier, Make, Typeform•Resellers: Partnered with key Large Account Resellers such as SHI, SoftwareOne, Softcat to drive revenue -
FounderPartner Principles Jul 2023 - PresentLos Angeles, Ca, UsJoin the Partner Principles newsletter (www.partnerprinciples.com) with 6,000+ subscribers and receive weekly tips on how to launch, grow and optimize your partner ecosystem. I've spent the last 18 years working in partnerships at fast growth and leading tech companies like Miro, Box, Airtable, Toptal, VMware and Cisco. I've built partner playbooks from 0 to 1 that generated $150M+ in ARR, led teams of 17+ and recruited and onboarded 1,070+ partners, including ISVs, SIs, Services/Solutions Partners, Resellers, Distributors, Affiliates, Referral Partners. I'm here to teach you everything I know about partners to help you grow revenue, drive cost efficiencies and differentiation.
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First Official MemberPartnership Leaders Aug 2020 - PresentSan Francisco, Us -
Head Of Worldwide PartnershipsMiro Aug 2020 - Aug 2022San Francisco, California, Us•Core Focus: Responsible for the Services Partner, Referral Partner, ISV GTM and Reseller strategy worldwide (Americas, EMEA, Japan, APAC) •Zero to one build experience: Was the 1st FT hire that built team to 9 channel leaders and managers•Leadership: Led a team of 9 Channel Leaders + Managers based in San Francisco, Austin, New York, Sydney, Munich, London and Amsterdam and achieved 8 straight quarters of 100%+ against revenue goals•P&L Ownership: Full ownership of P&L for the partnerships team worldwide, also created payback analysis model to guide hiring plans•Built reseller, services, ISV marketplace, and referral partner program for AMER, APAC, EMEA, JP and ROW•Recruited, on boarded and managed 130 resellers (SHI, Insight, Softchoice, ATEA, Bechtle, Crayon, Cprime), 35 referral partners, 80+ services partners, ISV GTM partnership (AWS Marketplace) and higher education buying consortium partnership (Internet2)•Built partner portal with Salesforce for deal registration, training and marketing•Launched the partner enablement program and partner policies•Presented the partner strategy and vision to the board and executive teamResults:FY22: 113% of goalFY22 Q4: 140% of goalFY22 Q3: 102% of goalFY22 Q2: 100% of goalFY22 Q1: 104% of goalFY21: 131% of goalFY21 Q4: 131% of goalFY21 Q3: 131% of goal•Drove partner incremental ARR growth of 570% YoY in FY21 and 221% YoY in FY22•Drove partner overall ARR growth 771% in FY21 and 421% YoY in FY22•Drove overall partner incremental ARR growth from start of FY21 to end of FY22: 2058% -
Senior Director Of Channel PartnershipsBox Apr 2019 - Aug 2020Redwood City, Ca, Us• President's Club FY20 - Achieved 121% of team goal• President's Club FY19 - Achieved 150% of team goal• President's Club FY18 - Achieved 137% of team goal • Manage a team of 6 Channel Managers to drive partner revenue across US, LATAM and APAC• Responsible for all resellers in all segments (SMB, MidMarket, Enterprise, Strategic) within the US, LATAM and APAC• Create and execute partner recruitment, enablement and demand generation• Collaborate with marketing to drive the creation and utilization of marketing campaigns and demand generation programs to drive partner revenue -
Director Of Channel PartnershipsBox May 2017 - Apr 2019Redwood City, Ca, Us•Managed a team of Channel Managers to grow Commercial Partner revenue across North America with ISVs, SIs and Resellers and achieved +51% YoY Growth•Created and executed on executive alignment, partner recruitment, enablement and demand generation - my channel team executed 360 trainings across 34 cities in US and Canada to drive pipeline of $11.7M (FY18) and $16M (FY19). •Created a weekly standup focused on partner strategy sessions and execution on KPIs with the channel team which led to a growth in ACV by +27% and conversion rate by +32% •Grew a key strategic ISV's revenue by +249% YoY•Collaborated with Marketing to drive the creation and utilization of marketing campaigns and demand generation programs to drive partner pipeline
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Founder30 Day Dream Job Jan 2017 - Aug 2019San Gabriel, Ca, UsLearn how to land your dream job in tech without applying online. Stand out from the crowd with an innovative approach in less than 2 hours with my online course at www.30daydreamjob.io💻 1 online training (Less than 2 hours) that will teach you how to land your dream job📄 340+ happy customers 📈 70,000+ subscribers ✍️ Writing featured in Forbes, Fortune, Business Insider, Inc.com, The Huffington Post, Thrive Global, MSN Money, Mic.com, Thought Catalog, CRN, Optimizely Blog, Quartz, PopSugar, TheLadders and Product Hunt -
Vp Of Field MarketingToptal Jan 2017 - May 2017Work From Anywhere, Remote, OoLead worldwide customer events (field marketing) at Toptal.Responsibilities include: • Pipeline Creation: Built playbook on outbound and event marketing for the Enterprise and SMB segment, resulting in 15-30 Enterprise executive leads per month and 75-250 SMB leads per quarter and an annualized run rate of $1M+ in 8 months.• Toptal Thought Leadership Events: These events range from 75-300 attendees that are typically comprised of founders or executives in IT, Engineering, HR, Digital Marketing, Product and Innovation. • Toptal Thought Leadership Executive Dinners: These dinners range from 4-36 attendees that are typically VP and C-Level executives from Enterprise companies. • Sponsored conferences and third party executive dinners with a focus speaking and panelists spots in addition to having a booth presence. • Outbound efforts in collaboration with the sales teams to drive successToptal has over 3,500 clients and has been featured on Business Insider, Huffington Post, CNBC, Fox and Bloomberg. Investors include Andreessen Horowitz, Adam D'Angelo (Quora), Lucas Nealan (Facebook), Dave Hersh (Jive), Woodrow Levin and Ryan Rockefeller. -
Vp Of PartnershipsToptal Jan 2016 - Jan 2017Work From Anywhere, Remote, OoResponsible for Toptal's Partnerships Strategy including:• Sales: Drove partner revenue worldwide (242% YoY growth)• Recruitment: Built a best in class partnerships division (Recruited 170 partners including Techstars, Global Accelerator Network and Gener8tor)• Management: Managed an outbound partner rep• Enablement: Created an internal and external enablement strategy • Marketing: Executed a marketing and demand generation strategy including live customer events, partner account mappings and webinars• Operations: Drove a scalable operational model with a partner referral program that included a standard legal agreement and onboarding processToptal has over 3,500 clients and has been featured on Business Insider, Huffington Post, CNBC, Fox and Bloomberg. Investors include Andreessen Horowitz, Adam D'Angelo (Quora), Lucas Nealan (Facebook), Dave Hersh (Jive), Woodrow Levin and Ryan Rockefeller.
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Head Of Mobile PartnershipsOptimizely Nov 2014 - Jan 2016New York, New York, UsResponsible for Optimizely's Worldwide Mobile Partnerships Strategy including:• Sales: Drive mobile partner revenue worldwide• Recruitment: Build a best in class partnerships division from scratch with 25 new mobile solution and technology partnerships (Agencies, conversion rate optimization companies, technology partners and alliances, mobile application development companies and consulting firms)• Enablement: Create and execute an internal and external enablement strategy (Delivered 141 trainings)• Marketing: Execute a marketing and demand generation strategy including live customer events, partner account mapping and webinars (Created and hosted 17 marketing events and generated $2.6m in ARR pipeline and 70 opportunities, drove 12% of Opticon attendance and sold 15 technology sponsorships for marketing events)• Operations: Drive a scalable operational model• Technology Partnerships: Twitter, Yahoo/Flurry, Crittercism, Amplitude, Urban Airship, Kahuna, Tune, Segment, Kochava, Localytics, Accenture, Possible, WPP, McKinsey, Havas and Sapient Nitro -
Head Of Commercial Channel PartnershipsBox Jan 2014 - Nov 2014Redwood City, Ca, UsHead of Commercial Channels inclusive of the following responsibilities:• Manage a team of Channel Development Representatives to drive partner revenue worldwide across North America, Australia and APAC• Responsible for all partner revenue (excluding AT&T) for the Corporate (1-1000) and Majors (1000-5000) customer segment (this includes forecasting)• Build a best in class Mid-Market Channels organization • Create and execute partner recruitment, enablement and demand generation• Help drive the customer sales cycle including deep discovery and qualification, value selling, customized demos and closure• Collaborate with Marketing to drive the creation and utilization of marketing campaigns and demand generation programs to drive partner revenue• Drive a scalable operational model with distribution (Ingram Micro)Results:• Revenue: Increased strategic partner opportunities by over 500%• Demand Generation: Executed over 120 partner trainings and blitzes nationally• Enablement: Created 10 week training program for partners with average attendance of 40 account managers
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Head Of Corporate Channel PartnershipsBox Jan 2013 - Dec 2013Redwood City, Ca, UsHead of Corporate Channels inclusive of the following responsibilities:• Manage a team of Channel Development Representatives to drive partner revenue worldwide across North America, Australia and APAC• Build a best in class Corporate Channels organization from scratch• Create and execute strategy for channel partner recruitment, enablement and demand generation• Help drive the customer sales cycle including deep discovery and qualification, value selling, customized demos and closure• Collaborate with Marketing to drive the creation and utilization of marketing campaigns and demand generation programs to drive partner revenue• Drive a scalable operational model with distribution (Ingram Micro)Results:• 840% YoY Revenue Growth• Grew Corporate Channel Business from $372K to $3.5M• 130% of FY’14 Revenue Goal (Box Sales Achiever Award)• Partner Revenue: Drove partner revenue through partners such as AT&T, CDW, Softchoice, Insight and SHI and over 700 total partners• Demand Generation: Hosted over 100 trainings, call blitzes and customer events • Partner Recruitment: Signed and on-boarded over 700 channel partners ranging from National Partners, VARs and Systems Integrators (1300% YoY Growth)• Partner Enablement Strategy: Developed a weekly webinar training session and held over 170 training sessions reaching over 1500 partner account managers• Distribution Strategy: Managed the Ingram relationship ($36B Fortune 500 distribution company)Awards:Box Sales Achiever AwardBox Sales Grinder Award
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Partner Business ManagerVmware Jan 2011 - Jan 2013Palo Alto, Ca, UsManaged a $44.8M territory of channel business for Southern California covering the State, Local, Education, Commercial, and Enterprise segments with these responsibilities:• Revenue: Responsible for driving VMware License and Service revenue with Channel Partners• Enablement: Market current programs and contracts that provide partners ability to resell VMware products, and adopt VMware Virtual Infrastructure IP• Demand Generation: Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts of VMware Field SalesResults:• Created weekly Top Gun Tuesdays Training and Demand Generation program with an average of 200 partner account managers attending each week for a total of 52 weeks, resulting in 48 net new opportunities and an estimated $1.6M in pipeline in the first 12 weeks.• Created the “Sales Caffeine” and "SMBWorld" training program – up to 25 Partner Account Managers attended the recurring sales trainings. The focus of the training was to share best practices on pipeline building and solution enablement. • Hosted 76 partner training sessions to create product awareness• Hosted 60 partner call blitzes with 702 appointments booked, generating $10.97M in pipeline• Hosted 72 customer events to generate pipeline – customer attendance of events ranged from 15 – 100 customersAwards:• US SMB Champ of the Year - FY11• Top PBM in West Area Enterprise Segment - 2H FY11• Americas Leadership Development Program FY12 -
Market ManagerCisco Aug 2008 - Dec 2010San Jose, Ca, Us• 119% of quota based on a $43M operation• #1 operation nationally in revenue attainment performance• #1 in Cisco Unified Communications 500 sales with 0% financing out of 33 account managers nationally in FY09• #1 in West region out of 8 people in Cisco UC500 sales in FY09 • #3 nationally in Cisco Unified Communication 500 sales out of 33 account managers in FY09• Managed a Road Warrior and helped her achieve 102% of her revenue goal• Market Manager of the Quarter (FY10, West) for sharing best practices and creative go to market strategies that impacted revenue in the region• Market Manager of the Quarter (FY09, Nationally) • Market Manager of the Quarter (FY09, West)• 2 National Best Practice Awards (Multi – Many Demand Generation, Partner Power Boosts) that affected partner enablement for long term revenue growth plans• 2 West Area Best Practices (Partner Power Breakfasts, “IT driving you nuts?” Marketing campaign) for building pipeline• Managed over 500 Cisco Channel Partners to grow territory revenue within the SMB segment• Collaborated with cross functional teams such as engineering, product development, and ecosystems partners to deliver a go to market strategy• Executed over 30 customer facing educational seminars in Northern California• Executed over 32 partner educational webinars and live training events • Utilized Web 2.0 tools like Twitter, Facebook to collaborate with Channel Partners• Featured on Cisco.com as a Small Business spokesman• 147 Letters of Recognition -
Channels Development ManagerCisco Aug 2007 - Aug 2008San Jose, Ca, Us#1 Nationally in Recruitment of Select Certified Partners•Achieved 218% stretch performance on recruitment goals•Recruited and certified 272 new Cisco Partners for the SMB segment•Awarded Top Channels Development Manager by NCCO Team in Q1 FYO8•Recognized for best practice (“SelecTV”) at All Hands Channels Meeting •Awarded “Top Channels Development Manager in recruitment” by US Field Channels•Awarded “Key Driver to Select Success” nationally by Inside Channels Management for taking ownership of national recruitment•Awarded best practice for Web 2.0 utilization with business initiatives by West Channels •Led Cisco’s Select Partner go-to-market and development strategy regionally for the West region through individual best practices and by leveraging resources from cross functional teams
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Associate Sales RepresentativeCisco Aug 2006 - Aug 2007San Jose, Ca, Us•Enrolled in a 1 year intensive Technology and Sales / Business Development Training Program - the training was focused on presentation skills, soft skills, and technical components. I gained certifications such as the CCDA, CSE, Wireless Certification, and the IP Communications Specialization. Achievements during enrollment:•#1 in “Why Cisco?” Presentation Contest, #1 overall in Presentations out of a class of 80 account managers.•Achieved top 3 stack ranking within track, Top 15%•#2 in Tech Evaluation in Q1 FY07•Organized study groups, 1 on 1 reviews and facilitated team studying events in an interactive mannerThe Cisco Sales Associate Program is a “Best in Class” graduate recruitment program that develops Sales Account Managers and Systems Engineers who are truly business relevant by teaching sales, business, and finance skills as well as Cisco's networking products and services. As part of the Cisco sales team, graduates learn how to articulate the impact Cisco technology solutions that transform customer's businesses. The goal of the Cisco Sales Associates Program is to build highly competent Cisco Account Managers and Systems Engineers with sales, business, product, and technical skills who can create demand and address business needs for customers.ASR Curriculum at a Glance:First 6 Months—The FoundationBasic SellingPresentation SkillsBasic Computer NetworkingCisco Sales Expert CertificationIntroduction to Products and SolutionsIntroduction to Advanced TechnologiesProspecting and Lead GenerationSales Tools TrainingSales SimulationsSelling to CXOSelling to ITAdvanced TechnologiesCCDA CertificationWinning Against CompetitorsAdvanced Presentation SkillsOpportunity Development and ClosingField ShadowingFinancial Business Cases
Nelson Wang Education Details
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UclaEconomics -
Ahs
Frequently Asked Questions about Nelson Wang
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Nelson Wang's colleagues are Takamasa Kawai, Chelsey Tanaka, Eric Shen, Clement Hoang, Shubhro Saha, Kevin Clark, Ellie Hinken.
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