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A Monthly Journal for Venture Partners and Enterprise Software Executives
Holiday Edition - December 2004
In This Issue
Holiday With A Difference - Message From Angel Mehta
Opening Doors To Higher Education
Creating More Room For Kids To Read
You Vote: What would you do with 2% of company revenue?
Actuate Helps The Homeless Become Homeowners
Executive Job Listings
Software Sales Jobs
Hiring Software Sales People can be FAST and EASY.
Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company in the world, including Oracle, BEA, Sybase, Computer Associates, Siebel, BMC, and SAP have used SoftwareSalesJobs.com to hire software sales, pre-sales, and post-sales professionals. Contact us today to find out why.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Holiday With A Difference - Message From Angel Mehta
Dear Friends,

This last edition of the Sterling Report for 2004 is significantly different from anything we've published in the past, and as such I thought it might warrant a special introduction. There are no articles on software sales or marketing strategy, no review of IPOs or M&A activity, no business-related topics of any kind.

Instead, we offer you several brief profiles of social causes or non-profit organizations supported by people from our industry. Each of the executives profiled has achieved plenty of business success, having proven their business acumen as investors or operating executives on several occasions. But as the links below illustrate, their passions extend far beyond the world of business.

I'm also going to take this opportunity to shamelessly promote a small initiative of my own: The Enlightenment Project - essay competition for children in developing countries.

We invite you to click on the links below to learn more about the social causes listed, or send us your own stories for feature in this magazine next December. And of course, we appreciate article submissions or tips on interesting investors or CEOs to profile in 2005.

On behalf of Sterling-Hoffman Executive Search, I'd like to wish you all a happy holiday season and a prosperous new year.


Angel Mehta
Managing Director
Sterling-Hoffman Executive Search

Opening Doors To Higher Education
Mitchell Kapor, Founder, Lotus Development Corporation and Open Source Applications Foundation
Disturbed at the plight of gifted and talented students from 'underrepresented' communities not making their way into UC Berkeley, Mitchell Kapor, widely known as founder of Lotus Development Corporation and the designer of Lotus 1-2-3, kicked off the "Level Playing Field Institute" to promote innovative approaches to fairness in higher education and workplaces.
Read full article >>

Creating More Room For Kids To Read
M.R. Rangaswami, Managing Director, Sand Hill Group
M.R. Rangaswami discovered a passion outside the world of software venture capital when he met John Wood, who quit Microsoft China as business development director to launch a nonprofit organization dedicated to building schools and libraries in some of the world's poorest communities. To date, the San Francisco-based charity Room to Read has opened more than 100 schools and over 1,000 school libraries in impoverished villages across Asia, enriching the lives of more than 300,000 underprivileged children.
Read full article >>
If your company had plans to give away 2% of its revenue, which of the following options would you prefer?

Use the money to give you and other employees a special bonus
Give the money to charity (assume the charity serves a group of people that are less fortunate than you)
Keep the money inside the company to reinvest in growth and shareholder value
Christopher Horn, CEO & Co-Founder, IONA Technologies
Everyone knows what UNICEF is all about. But what many people do not know is how one of UNICEF's key HIV/AIDS initiatives got a boost from Chris Horn. "UNICEF Ireland's Movie Action for Children" was developed to help fund programs in Africa to prevent the transmission of HIV/AIDS from mother to child. It was in 2000 when Chris learned of UNICEF's project. Since then, he has not only inspired his company and employees to financially back the initiative, but also created an official website for the program - putting in place the online marketing program.
Read full article >>

Actuate Helps The Homeless Become Homeowners
Pete Cittadini, CEO and President, Actuate Corporation
On a mission to combat the growing problem of homelessness and inadequate living facilities in his home state of California, Pete Cittadini teamed up with PHH (Peninsula Habitat for Humanity); under his leadership, Actuate has donated significant funds and over 700 hours of volunteer power to help build affordable housing for the disenfranchised.
Read full article >>

Executive Job Listings
9985J - VP Americas Sales US
Our client, an emerging vendor of PLM & decision support solutions for manufacturers, requires a VP WW Sales to build the sales organization and drive revenue growth. The ideal candidate will have a background selling PLM, SCM or ERP solutions to discrete manufacturers. Experience growing revenues from under $10m to over $50m is also required. In addition, previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

8722J - VP Worldwide Sales West Coast/Northwest
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. Minimum 5 years executive management experience, preferably in content management, business intelligence and analytics solutions. Candidate must reside in the San Francisco Bay area.

8773M - VP of Sales West Coast/Northwest
Candidate must have successful track record of sales management within market leading integration software vendor (TIBCO, WebMethods, SeeBeyond, Vitria) and have led a sales organization of at least $30m in revenue. The ideal candidate will have a minimum of 7 years senior level management experience and a demonstrable track record of success in rapid growth environments.

8113M - VP of Sales Northeast
Our client is a leading vendor of Knowledge Management solutions for mid-market, Government, and Global 2000 organizations. The ideal candidate will have a minimum of 7 years senior level management experience and a track record of success in young company environments, defined as cost-conscious revenue growth from $20m to over $70m. Prior background in selling CRM, PRM or HR applications is highly desired.

6005J- VP 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.

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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