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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
One of the few under-automated business problems within Corporate IT departments is known as IT Services Delivery, and Kleiner-Perkins backed startup Centrata Software, a Red Herring top 100 private company, is a trailblazer in the area. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Dave Peranich, CEO of Centrata, about the emerging market space, training for the big game at Siebel, and why it's impossible to know if you're ever 'ready' to be CEO.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
A Vice President of Sales is never as good, or as bad, as his numbers suggest. Yet the VP Sales gets paid more money, and gets fired more often, than any one else on the management team. What's behind the madness? Angel Mehta discusses what every Software CEO should know about Japanese Death Poetry, Forrest Gump, and the Anna Karenina Principle - before they decide to restructure the sales organization from the top down.
By Peter Gyenes, Chairman and CEO, Ascential Software Corporation
There is perhaps no greater validation of leadership than the actions of those who follow. Pick up a press release or piece of sales collateral from almost any technology company anywhere around the world today and you are bound to read the words "a leading provider of…" somewhere in the first paragraph. It is a given, and it is almost a requirement, but more often than not this four word phrase is a hollow declaration.
By M.M."Sath" Sathyanarayan, President and Principal consultant, Global Development Consulting, Inc, & D.E. "Don" Fowler, Advisor
Let's reduce costs by going offshore with some development or service functions! The board and management agree to set up offshore activities in a place like India, China, Russia, Slovenia, or Bulgaria. Time passes. Everyone is happy. Right? Well, maybe. Most companies are finding that their goals are not being met in a consistent way. Issues creep into the picture. These issues are really symptoms of deeper problems.
Trade secrets represent the "bread and butter" of software, e-business and other technology companies' intellectual property. Under the Uniform Trade Secrets Act, a trade secret is information (such as a method, program, technique, etc.) that gives a company an advantage by that information's secrecy. Companies must protect these trade secrets from the inside out, controlling what information is brought in by employees and what information leaves the company through business relationships, through employee termination, or otherwise.
A leader in customized online information capture and dissemination requires a VP WW Sales
to oversee and develop the sales organization, currently with a presence in the US and Europe. Through the initial milestones, our client requires an executive with experience in
building upon a strong foundation as the company seeks to grow from under $5m to over $20m in revenue. The ideal candidate will have a minimum 5 years' executive management experience, preferably in content management, business intelligence and analytics solutions. Candidate must reside in the San Francisco Bay area.
8774M - Vice President of Sales
West Coast/Northwest
Candidate must have successful track record of sales management within a market leading network management vendor (i.e. IBM Tivoli, HP Openview, BMC) and led a sales organization from under $5m to over $30m in revenue. The ideal candidate will have a minimum of 7 years of senior level management experience. A history of securing significant enterprise deals on behalf of young companies that are competing against established category leaders is vital.
7550M - Vice President of Marketing
Northeast
Our client is a leading vendor of Enterprise Compliance Management solutions for Global 2000 organizations. The ideal candidate will have a track record of success as a senior marketing executive in a young company environment, defined as growth from under $10m to over $40m in revenue. At least one successful tenure with a market leading ISV (i.e. Siebel, SAP, PeopleSoft, i2, Documentum) is required.
9157A - VP of Sales - Systems/Network Management
Bay Area, CA
Vice President of Sales required for an early stage systems management software startup with series A financing from one of the top venture capital firms in the Bay Area. Candidates must have previous tenure with market leading vendor in infrastructure software segment: any of BMC, Tivoli, HP-Openview, Computer Associates, Peregrine, Remedy, Concord, etc. would do. Only candidates that have successfully grown ISVs from under $5m to $15m will be considered as startup experience is mandatory.
6005J- Vice President North American Sales
Southeast
A semi-established vendor of PLM solutions requires a VP North American Sales to manage and improve an established sales and services organization. The ideal candidate will have experience managing a revenue base of over $30m, and have a rolodex in the automotive,
semiconductor, manufacturing & production industries. A background selling PLM, ERP, SCM
or procurement solutions is preferred.
6100K - Chief Executive Officer
Boston, MA
Early stage front office applications start-up with over 10 referenceable marquis customers and several million dollars in revenue traction seeks a CEO to assemble a professional management team and accelerate company's customer acquisition efforts. Candidates must have exposure to multiple functions within enterprise applications software and a strong enterprise sales background, specifically, a winning track record in securing significant deals on behalf of young companies that are competing against more established category leaders.
9111K - SVP of Field Operations
Northeast
Candidate must have at least 10 years of enterprise applications sales experience, preferably within front office segment. Ideal candidate will have served as VP of Sales in past, managed at
least $75m revenue unit for period of 3+ years, and have at least one successful tenure at
market leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.
7345K- Chief Executive Officer
West Coast/Northwest
Emerging network infrastructure software provider requires a San Francisco based CEO to take the reigns from the founding members and drive growth. A track record in building from under $5m to over $25m is essential and also extensive domain expertise in the enterprise space,
particularly the Finance and Government markets. Candidates must have previous senior level executive experience (i.e. CEO, COO, GM) and must have demonstrated the ability to raise funding while crafting a compelling exit strategy.
1300K - Chief Executive Officer
Boston, MA
An early stage infrastructure software venture with a foothold in the Banking and Insurance markets is in need of an accomplished Chief Executive Officer who will be responsible for overseeing new client generation, product direction and the building of a professional team. A track record in scaling from $1m to over $20m is essential as is extensive domain expertise in the enterprise space.
1311K - Vice President of Marketing
Northeast
Our client is a rapidly growing enterprise applications software firm in need of seasoned Vice President of Marketing who will be responsible for strategy development in new vertical markets, specifically Financial Services and CPG. Candidate must have at least 10 years of executive level marketing experience and at least one successful tenure at a leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.
To apply for any of the above openings, please send an email to jobs@sterlinghoffman.com. Please include full job titles.
Note: We appreciate all submissions, but only qualified executives will be contacted.
All senior sales executives are encouraged to post resumes on www.SoftwareSalesJobs.com
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