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A Monthly Journal for Venture Partners and Enterprise Software Executives
November 2005
In This Issue
COO Spotlight: Scott Raskin, Telelogic AB
Open Source, Software-as-Services Threaten the Software Industry
You Vote: Which software legend would you most prefer to work for?
Innovation: Getting the Right Information to Your Sales Team
A Moving Method for Leading Change More Effectively
Software M&A - Robust Q3 Deals Despite Katrina
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.
COO Spotlight: Scott Raskin, Telelogic AB
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Telelogic has touched dizzying heights despite recent economic slowdowns. Recently, Telelogic went on an acquisition spree to help spur continued growth. Scott Raskin made strategic changes while keeping the best people on board and focused. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Scott Raskin about how he is growing a global company, and the challenges of being a globe-trotting executive.
Read full article >>

Open Source, Software-as-Services Threaten the Software Industry
By Larry Bohn, Managing Director, General Catalyst Partners
Type the phrase, 'the end of software' on your Google toolbar and you see something remarkable. Not only do you get whopping 37 pages of results, but you see some of the technology industry's heaviest hitters weighing in on the issue. From Mark Benioff and Larry Ellison to IT and business publications to the grassroots movement of the 'blogosphere', the sentiment reads like an obituary for the software industry.
Read full article >>

Which legendary software entrepreneur would you most prefer to spend 1 year reporting to?

Bill Gates (Microsoft)
Larry Ellison (Oracle)
Dave Duffield (PeopleSoft)
Charles Wang (CA)
Innovation: Getting the Right Information to Your Sales Team
By Massood Zarrabian, President and CEO, OutStart, Inc.
Have you ever wondered how valuable meetings are for training your sales team? Almost every organization has regularly scheduled sales meetings with presentations and ad hoc interactions combined with team building exercises and some partying. The expectations are that at the end of the meeting, the attendees leave armed with all of the new product, service, pricing, and competitive information they need to do their jobs.
Read full article >>

A Moving Method for Leading Change More Effectively
By Dan Cohen, Partner, Deloitte Consulting, LLP
Why do so many change initiatives fail to deliver the anticipated benefits? Research suggests that the single biggest challenge in any transformation is not culture, strategy or systems, but getting people to change their behavior. And people change their behavior less because they are given analysis that shifts their thinking, than because they are shown a compelling truth that influences their feelings. Using tactics, tools and examples from the recently published 'The Heart of Change Field Guide', Dan Cohen explains why this is so and offers readers practical suggestions for leading change more effectively.
Read full article >>

Software M&A - Robust Q3 Deals Despite Katrina
By Ken Bender and Allen Cinzori, Software Equity Group, LLC
Despite soaring crude oil prices, Katrina and inflation concerns, the U.S. economy continued to improve in 3Q05. According to a midyear survey of 56 forecasters by The Wall Street Journal, economists are cautiously projecting 3.2% GDP growth in 4Q05. Personal consumption, exports, private investment, and equipment and software expenditures are likely to be the key drivers. The U.S. Department of Commerce says equipment and software spending was a major contributor to the GDP growth in 3Q05. Equipment and software spending increased 8.9% in 3Q05 over 2Q05, and 10.9% in 2Q05 over the prior quarter.
Read full article >>



Executive Job Listings
8722J - Vice President Worldwide Sales West Coast
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.

9157A - Vice President of Sales - Systems/Network Management Bay Area
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.

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.

7900M - Vice President of Professional Services Bay Area
An emerging Contract Management software company requires a VP of Services to maintain current revenues and bringing in new services business. Must have past experience growing a start-up from under $5m to over $15m. Previous expertise in enterprise applications a must, preferably CRM, e-procurement, SRM or document management.

7550M - Vice President 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.

9702A - 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 team and accelerate company's customer acquisition efforts. Candidates must have exposure to multiple functions within enterprise applications software, have a strong enterprise sales background, and preferably have deep domain expertise and/or rolodex within financial services vertical.

8774M - Vice President of Sales 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.

8902M - Vice President of Sales MA
Early stage wireless security solutions vendor requires a seasoned sales executive to initiate early customer traction and build a high quality sales organization from the ground up. The ideal candidate will have a minimum of 7 years senior level management experience, a track record of success in start-up environments and significant domain expertise in the security software space.

6411J - Vice President of Sales Southeast
Rapidly growing ISV in the enterprise report management space requires a VP Sales to help drive growth. The company has secured initial customers and has its sights set on expansion. Experience in the enterprise content management and/or business intelligence space is required. Also, direct and channel sales experience are both requirements.



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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