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A Monthly Journal for Venture Partners and Enterprise Software Executives
March 2005
In This Issue
Venture Profile: Jo Tango, Highland Capital Partners
CEO Spotlight: Joseph Alsop, Progress Software Corporation
You Vote: Sales Execs at Large Companies vs. Startups: Who's Better?
The New Entrepreneur
How to Coach a Sales Rep Through a Deal
Software M&A: 2005 Q1 Review
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.
Venture Profile: Jo Tango, Highland Capital Partners
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
After an intense tour of duty through Asia, Jo Tango turned down an opportunity to work for Jeff Bezos at Amazon.com before landing with Highland Capital Partners - despite a vow to stay away from 'investor jobs'. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Jo Tango about the consequences of consolidation for software CEOs, the emergence of China and India as technology superpowers, and why baseball players might make better venture investors than golfers.
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CEO Spotlight: Joseph Alsop, Progress Software Corporation
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Progress Software is perhaps the largest 'small' software company in the world; with over $300 million in revenue, it has developed a strategy of acquiring small software companies and allowing them to continue operating as independent businesses. And unlike most software companies, Progress has had the same CEO for its 20+ year history. Joseph Alsop, CEO of Progress Software, chats with Angel Mehta, Managing Director of Sterling-Hoffman.
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Are Sales Executives who have previous experience at large software companies (eg. Oracle, SAP, BEA, Siebel) better at selling than Sales Executives who have spent their entire careers at startups?

The New Entrepreneur
By Bill Reichert, Managing Director, Garage Technology Ventures
We are seeing a new generation of entrepreneurs emerging from the rubble of the high-tech crash of 2001, and it's a good thing for everyone -- except perhaps for those who yearn for "the good old days." Gone are the "tourists," as one venture partner comments disparaged the dot-com generation. Back are the "old fashioned entrepreneurs," as another venture partner referred to them -- the gritty company-builders who want to create something of lasting value, not just make a quick buck.
Read full article >>

How to Coach a Sales Rep Through a Deal
By Dave Stein, Author, How Winners Sell
What about the sales managers? Where were they? Coaching skills are not necessarily a job qualification for sales managers. Other managers were quite competent, but were focused on something else at that time, like winning another critical deal, filling a bunch of open headcounts, or just plain too busy to do an adequate coaching job. As I pose no threat to the sales manager, they or their superiors often call me in for this purpose. I love what I do. I don't want the sales manager's job. I only want their rep to win the opportunity.
Read full article >>

Software M&A Insights: 2005 Q1 Review
By Ken Bender and Allen Cinzori, Software Equity Group LLC
2004 saw 1630 North American software industry mergers and acquisitions, up 23% over 2003. The first quarter of 2005 shows no letup, as large and midcap software companies compete for acquisitions which will drive top-line growth and leverage their market presence. In this issue we discuss Verisign's continued push into mobile content with its acquisition of Lightsurf; EMC's continued acquisition spree outside of storage; this time acquiring SMARTS; Siebel's scramble for high growth companies leads it to acquire e-billing solution provider, edocs; and Infor Global takes Mapics private to build economies of scale in the quickly consolidating manufacturing software vertical.
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
Candidate must have successful track record of sales management within market leading integration software vendor (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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