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A Monthly Journal for Venture Partners and Enterprise Software Executives
June 2005
In This Issue
Entrepreneur Spotlight: Mike Stonebraker, StreamBase
Why Entrepreneurs Need to Worry about Corporate Culture
You Vote: Which software company would you want to be CEO?
Why Did We Lose the Big Deal? 5 Questions Every CEO Should Ask
Coaching Can Work, But Doesn't Always
Software M&A - A Glimpse into Q2
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.
Entrepreneur Spotlight: Mike Stonebraker, StreamBase
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
First Ingres, then Illustra… then Cohera: serial entrepreneur Mike Stonebraker just can't seem to stop starting companies. His most recent venture is StreamBase, a hot software startup backed by venture capital heavy weights including Accel, Bessemer, and Highland Capital. Angel Mehta, Managing Director at Sterling-Hoffman, talks with Mike Stonebraker about 'kissing every nickel', why India and China don't scare him, and the challenge of moving from academia to entrepreneurship.
Read full article >>

Why Entrepreneurs Need to Worry about Corporate Culture
By Kerry Patterson, Chief Development Officer and Cofounder, VitalSmarts
When Bill Hewlett and Dave Packard developed their first product more than sixty years ago, they were able to turn their innovation into an extraordinarily successful company because they had two visions, not one. Unlike most innovators and entrepreneurs who are single-minded monomaniacs in search of the next new idea, they felt equally strong about the nature of the company where their ideas would be nurtured through the product cycle. In a word, they worried about their corporate "culture." This dual vision made all the difference.
Read full article >>

Would you rather be CEO of a software company that had:

Poor technology, with a world class sales force
Great technology, but very poor sales force

Why Did We Lose the Big Deal? 5 Questions Every CEO Should Ask
By Steve Martin, Author, "Heavy Hitter Selling - How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy"
When we're closing business life's great! When we're on the losing side of a deal, it is easy to feel like our entire world has fallen apart. Losing is a subject that most salespeople and sales managers don't like to talk about. Therefore, the CEO plays an important role in understanding why we lost the big deal because unless we truly understand why we lose, we will most assuredly lose again.
Read full article >>

Coaching Can Work, But Doesn't Always
By Richard Boyatzis, Case Western Reserve University; Brigette Rapisarda, Star Alliance; Anita Howard and Scott Taylor
While sitting on the long flight to Samoa, Roger Selden was nervous. It was not the flying. He was about to try being sensitive to others and a compassionate leader. For 30 years, Roger had refined and used his gruff style. He built and sold two companies and was now co-founder and CEO of United Health Services, a $1 billion dollar a year health care company. Lately he had been worried. He lost his CFO and VP of Sales. The turnover was becoming costly. The culture reflected Roger's style- it had become cut-throat and survival oriented.
Read full article >>

Software M&A - A Glimpse into Q2
By Ken Bender and Allen Cinzori, Software Equity Group LLC
The software M&A market continues to handsomely reward sellers with best-of-breed solutions as buyers seek to enhance their product suites with technology and solutions that can provide competitive differentiation. Case in point: Citrix pays a handsome premium for NetScaler; Quest broadens its database expertise by adding depth in the higher growth MS SQL Server market; Adobe and Macromedia finally consummate a deal; Dessault expands into new verticals; CA makes its 4th acquisition; and Lawson Software seeks to compete with the big boys by acquiring Intentia.
Read full article >>

Executive Job Listings
8722J - Vice President 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.

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.

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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