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A Monthly Journal for Venture Partners and Enterprise Software Executives
May 2005
In This Issue
Venture Profile: Jim Gauer, Palomar Ventures
CEO Spotlight: Marc Fleury, JBoss, Inc.
You Vote: Which is the most vital trait in a VP of Sales at a startup?
Increasing Revenue This Quarter: 4 Pragmatic Strategies
Don't Pass the Buck, Build an Innovation Culture
Software M&A - Q1 Software Industry Equity Report
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: Jim Gauer, Palomar Ventures
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Growing up in a family of technology entrepreneurs, Jim Gauer wanted to be anything but. Yet somehow, the world of venture capital is where this part-time poet ended up. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Jim Gauer about investing in two guys and a dog, the one skill entrepreneurs so badly need yet rarely possess, and his search for people with 'pessimism of the intellect; optimism of the will.'
Read full article >>

CEO Spotlight: Marc Fleury, JBoss, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
When asked to identify which company is the application server market leader, most people would name the likes of BEA, IBM, or Oracle. Most people would be wrong. Ever heard of JBoss? It's a white hot open-source vendor that is taking corporate IT departments by storm. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Marc Fleury, CEO of JBoss, about the biggest threat to software's old guard in a decade.
Read full article >>

Which is the most important trait in a VP of Sales at a small software company?

C-Level rolodex into target vertical
Product/Category domain expertise
Leadership presence/Ability to motivate a team
Willingness to single-handedly close big deals
Increasing Revenue This Quarter: 4 Pragmatic Strategies
By Greg Gianforte, CEO and Founder, RightNow Technologies, Inc.
Most firms have significant untapped potential to increase revenue quickly and yet do not act. Why? The four field-proven strategies for increased revenue described in this article require a new player sitting at the table: customer service. In most companies, customer service has more customer interactions than any other department and yet has no formal role in deepening client relationships. Defining a revenue generating role for customer service results in more revenue quickly and often with minimal effort.
Read full article >>

Don't Pass the Buck, Build an Innovation Culture
By Mark Turrell, Chief Executive Officer, Imaginatik, Inc.
Innovation is the new watchword for today's business. Top executives constantly emphasize the importance of building innovative products, offering innovative services, and being more innovative thinkers in order to stay competitive. In a recent Bain & Company survey, nine out of ten senior managers saw innovation as a critical source of future competitive advantage. The ability to consistently capture, build and develop new ideas has a direct impact on revenue growth. Yet while all businesses want to be labeled innovation leaders, corporate America is passing the buck.
Read full article >>

Software M&A - Q1 Software Industry Equity Report
By Ken Bender and Allen Cinzori, Software Equity Group LLC
Despite mixed signals in the first quarter, the U.S. economic growth will average 3.6% this year, more than four times the pace in Japan and Germany, and the highest among the world's leading industrialized nations, projects the International Monetary Fund. However, market trends show that, for the remainder of 2005, investors will continue to scrutinize the financial performance of public software companies more closely than in 2004, paying particular attention to topline growth.
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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