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A Monthly Journal for Venture Partners and Enterprise Software Executives
July 2004
In This Issue
Special Message from Angel Mehta, Sterling-Hoffman
Venture Profile: Rami Kalish, Pitango Venture Capital
CEO Spotlight: Trent Landreth, Formation Systems, Inc.
Partnerships Become As Important As Cash For Today's Technology Startups
Why Aren't We Selling More?
Software M&A - A Glimpse into the Second Quarter
Executive Job Listings
Software Sales Jobs
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Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs to hire world class software sales professionals.

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Special Message from Angel Mehta, Sterling-Hoffman
Friends,

I wanted to encourage all of you to take a look at 'Software Business 2004', an industry event in San Francisco that should be of interest to both senior executives and entrepreneurs. The event is being held on September 22/23, and will focus on four key areas including financial strategy, sales and marketing, software company management, and product development. Keynote speakers from IBM, Peoplesoft, and SSA will be appearing.

For more information click here.

Hope to see you there,

Angel Mehta
Managing Director
Sterling-Hoffman Executive Search
www.sterlinghoffman.com
'Building Software Companies...One Leader at a Time.'



Venture Profile: Rami Kalish, Pitango Venture Capital
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
After successful stints with IBM and Orbotech, Rami Kalish returned to Israel and became a pioneer in the country's still nascent high-technology industry. 10 years later, the world of Israeli venture capital is garnering more attention than ever from silicon valley funds, and the investment firm founded by Kalish has emerged as a leader. Angel Mehta, Managing Director at Sterling-Hoffman, talks with Rami Kalish about the promises and perils of investing in Israel.
Read full article >>

CEO Spotlight: Trent Landreth, Formation Systems, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Over the past five years, companies like GE Plastics, Coca Cola, and Campbell's soup have flocked to Formation Systems, the only software company that specializes in product lifecycle management solutions for Process Manufacturers. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Trent Landreth, Formation's recently appointed CEO, about how his company has managed to beat the world's largest application software vendors in their own backyards, living through the 'bloody years' at Oracle, and why sometimes the best thing a CEO can do is let go.
Read full article >>

Partnerships Become As Important As Cash For Today's Technology Startups
By Elliot Katzman, General Partner, Kodiak Venture Partners
With entrepreneurs today needing to do more with less funding, the partnerships VCs can bring to the table are becoming as important as cash. So instead of simply seeking funding wherever they can get it, startups today should look for VCs with partnerships that can provide critical business and technology resources without increasing the burn rate. In this article, Elliot Katzman, Kodiak Venture Partners, examines how partnerships can be a make or break factor for startups today.
Read full article >>

Why Aren't We Selling More?
By Steve Martin, Author, "Heavy Hitter Selling - How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy"
The revenue of every high technology company is profoundly impacted by the management style of its sales leaders. Nowhere is this greater than at start-ups, where the vice president of sales must single-handedly build the sales model, recruit the team, and convince customers to buy. In this article, we examine the strengths and weaknesses of the seven different high technology management styles.
Read full article >>

Software M&A - A Glimpse into the Second Quarter
By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
U.S. merger and acquisition activity in the second quarter of 2004 showed improvement over the equivalent quarter a year ago, and exit valuations continued to ramp. Domestic M&A activity in 2Q04 across all industry sectors totaled 2,517 deals aggregating $153 billion. Relative to 2Q03, the number of deals increased by 18%, while total dollars spent increased 39% over the same period. At the current run rate, 9,980 deals aggregating $769 billion will close in 2004. Software continued to lead all other industries with 425 transactions, representing approximately 17% of all U.S. M&A activity this quarter.
Read full article >>



Executive Job Listings
9056J - VP of Americas Sales Northeast US
Our client is a leading vendor of Product Lifecycle Management solutions for the process manufacturing industry. Reporting to the CEO, the VP North American Sales will be responsible for continuing to grow the customer base in North America. Critical requirements include extensive experience selling into process manufacturers (plastics, paints, compounds etc.) and a minimum of 5 years in a VP Sales capacity managing a minimum of $20M in revenue. Early to mid-stage company experience a must.

6412J - VP of Americas Sales Northeast US
A leading vendor of Supply Chain Management solutions for the manufacturing sector requires a VP Sales that can help the company further develop their foothold in the consumer packaged goods market. Interested candidates must have experience selling into the CPG vertical as well as manufacturing as a whole (process & discrete) with experience overseeing $25M+ in revenue. Early stage Company experiences a must.

7210J - VP of Global Sales Northeast US
A rapidly growing developer specializing in knowledge capture and e-learning solutions with dozens of Fortune 2000 customers requires a Vice President of Sales that has effectively sold both enterprise and departmental software solutions, preferably in the content management, learning management, or business intelligence sectors. Candidates must have successfully led growth in a previous tenure from $10m to $50m in revenue.

8113M - VP of Sales Northeast US
Our client is a leading vendor of E-Learning 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 $10m to over $30m. Prior background in selling CRM, PRM or HR applications is highly desired.

8871J - VP of Sales Anywhere in US
Our client provides the most advanced solutions for making enterprise applications available from wireless handheld devices. The next generation solutions successfully overcome the traditional challenges faced with wireless deployment by being easy to use, highly customizable and able to work independent of wireless networks. The seasoned management team has identified the need for a technically inclined VP Sales with a background in networking, communications or wireless technology that can drive partnerships and business via device manufacturers, carriers, application developers and eventually, enterprises of all kinds. Candidates can be located anywhere in the US with preference being given to individuals residing in Southern California.

9562J - SVP of Sales Midwest US
Our client is a vendor of content & knowledge management solutions. They require an SVP Sales to assume global responsibility for the sales organization. Interested applicants must have held revenue responsibility of over $300M, have deep relationships with the Big-4 consulting firms, have extensive experience establishing channels, and be able to quickly instill a solution sales focus. M&A experience (i.e. integrating large sales organizations) is a big plus.



To apply for any of the above openings, please send one 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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