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A Monthly Journal for Venture Partners and Enterprise Software Executives
February 2005
In This Issue
CEO Spotlight: Josh Pickus, Niku Corporation
Invigorate Your Company in 2005
You Vote: Where do the best Infrastructure Sales People come from?
Why Sales and Marketing Are Always at Odds (and Sometimes War)!
Patent Litigation: Are You Asking the Right Questions?
M&A: A Look at the Year Ahead
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.
CEO Spotlight: Josh Pickus, Niku Corporation
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Josh Pickus freely admits that Venture Capital was the wrong career move. He simply could not tolerate coaching from the sidelines when what he really wanted was to play the game. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Niku's Chief Executive Officer Josh Pickus about helping CIOs cut costs, brilliant ideas in the shower, and the one thing that gets him angry enough to want to testify before United States Congress (hint: it has to do with legislation that has hurt every startup with aspirations of an IPO).
Read full article >>

Invigorate Your Company in 2005
By M.R. Rangaswami, Co-founder, Sand Hill Group
CEO Outlook 2005 shows many longstanding habits of software vendors may be changing - for the better. Here's a checklist to be sure your company is keeping up with the competition.
Read full article >>
Where do the best Infrastructure Software Sales People come from?

IBM
Oracle
BEA
Computer Associates
BMC
Why Sales and Marketing Are Always at Odds (and Sometimes War)!
By Steve Martin, Author, "Heavy Hitter Selling - How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy"
The ongoing conflict between sales and marketing is a "pink elephant" at many companies. No one wants to talk about the problem until it becomes so disruptive that it must be dealt with. In this article, we examine the root cause of this situation -- the divergent viewpoints between sales and marketing.
Read full article >>

Patent Litigation: Are You Asking the Right Questions?
By Jack Russo, Member, Russo & Hale LLP
Patents are increasingly becoming important to the overall intellectual property of software, e-business and other technology companies. The use of strategic patent litigation (for both offensive and defensive purposes) is also becoming critical to growing companies. What must executives and their board of directors know about patent litigation even before retaining counsel? We review the key questions you need to ask.
Read full article >>

M&A: A Look at the Year Ahead
By Ken Bender and Allen Cinzori, Software Equity Group LLC
Buoyed by the flurry of mega-deals in the closing weeks of 2004, some industry pundits have declared the three-year M&A drought over. A highly respected dealmaker with a usually conservative outlook enthusiastically declared "an M&A boom in 2005."
Read full article >>






Executive Job Listings
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. 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.

8773M - VP of Sales West Coast/Northwest
Candidates must have successful track record of sales management within market leading integration software vendors (TIBCO, WebMethods, SeeBeyond, Vitria) and have led a North American sales organization of at least $40m 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.

7550M - VP 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.

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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