Shawn Toldo

Questioner
DISC Type : c

Vice President, Worldwide Partner Organization at dbt Labs

Snoqualmie, Washington, United States

Overview

Shawn Toldo is a veteran Global Partner Leader with over two decades of experience designing and executing Go-To-Market strategies for top tech companies like dbt Labs, VMware, and Microsoft. He currently leads the Worldwide Partner Ecosystem at dbt Labs, focusing on building high-performing global teams and transforming partner programs.

Originally from Michigan, where he earned his BBA from Western Michigan University and MBA from Wayne State University, Shawn now resides in Snoqualmie, Washington with his wife and son.

He was named one of CRNs Channel Chiefs in 2022 for his expertise, influence, and innovation in channel leadership while at Appian.

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Partner Ecosystem Transformation
His entire career, from VMware to dbt Labs, has focused on transforming global partner ecosystems from transactional models to drivers of end-to-end customer success.
Modern Data Stack
As a leader at dbt Labs, he is central to partnerships within the data ecosystem, working with Snowflake, Microsoft, and others to advance analytics engineering.
Go-to-Market Strategy
He has extensive experience transforming GTM strategies and operating models to execute at scale across various partner routes to market.

Media Appearances

Shawn has no verified media appearances

Work History

10-2024
Vice President, Worldwide Partner Organization at dbt Labs
12-2022 - 10-2024
Senior Vice President - Global Partner Ecosystem at OneTrust
6-2021 - 12-2022
Global Vice President -Channel Partners at Appian Corporation
1-2020 - 12-2020
Vice President - Worldwide Partner Organization - Partner Sales & Services GTM at VMware
10-2016 - 1-2020
Vice President - Worldwide Partner Organization - Solution Providers & Distribution at VMware

Education

Masters Business Administration from Wayne State University
BBA from Western Michigan University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Snoqualmie, Washington, United States Job Level : Senior Designation : Vice President, Worldwide Partner Organization at dbt Labs
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Shawn

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Shawn take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Shawn

Personality Compatibility


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