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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| October 2003 |
In This Issue
Venture Profile: Bruce Golden, Accel Partners
CEO Spotlight: Lee Roberts, FileNet Corporation
Secrets from the Farm: On Fear, Honor, and Building Companies
Open Source Challenges For Software Sales Teams
Software M&A - Q3
Executive Job Listings
Software Sales Jobs
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Hiring Software Sales People is EASY (and cheap).
Does your HR Manager know about SoftwareSalesJobs.com? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs.com to hire world class software sales professionals.
Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
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Venture Profile: Bruce Golden, Accel Partners
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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After spending the bubble years with Accel Partners' silicon valley
office, Bruce Golden moved his family to London to help launch Accel
Europe. Angel Mehta, Managing Director at Sterling-Hoffman, chats
with Bruce Golden about the importance of empathy, and the challenges of
international early stage venture investing.
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Read full article >>
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CEO Spotlight: Lee Roberts, FileNet Corporation
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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While managing a four billion dollar business unit for IBM, Lee Roberts was approached with an opportunity at a document management applications software company that was tiny by comparison. FileNet's revenues at the time Lee Roberts arrived were insignificant by IBM standards, but the chance to take the top leadership role was too much to pass up. Angel Mehta, Managing Director at Sterling-Hoffman, chats with FileNet CEO and Chairman Lee Roberts about the enterprise content management space and the challenge of breaking the billion-dollar revenue mark.
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Read full article >>
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Secrets from the Farm: On Fear, Honor, and Building Companies
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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An act of betrayal years ago eventually led Angel Mehta to a ranch in Kansas City, where he hoped to persuade a wealthy yet mysterious business guru-turned-farmer to invest in a new startup. Instead of financing, the farmer offered a series of paradoxical insights about the secret to building great companies - relevant to every CEO, entrepreneur, or executive that has ever struggled with fear or obsession.
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Read full article >>
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Open Source Challenges For Software Sales Teams
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By Henry W. (Hank) Jones, III
Intersect Technology Consulting -and- Law Office of Henry W. Jones, III
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Are you "OSS-SOL" or "OSS-OK"? Your road-tested, career-long plans for selling no longer provide an adequate playbook. The old rules for selling software don't govern the entire game anymore. Over seven months ago, the cover story of CIO magazine said "The CIO who doesn't have an open source software plan implemented in 2003, will be paying too much for software in 2004." Way back in the springtime, the emergence of Linux and other open source was the cover story of Business Week. What have you done about it?
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Read full article >>
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Software M&A - Q3
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By Ken Bender, Managing Director, and Allen Cinzori, Associate, Software Equity Group
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Q3 showed marked improvement over prior quarters. The number and type of buyers increased. More strategic buyers entered the market, as financial buyers retreated. Buyer motives also began to shift. Software sectors previously hammered by IT budget cuts began their recovery, with notably increased activity in storage management, ERP, wireless and vertical apps. Valuations also improved markedly. Software Equity Group reviews software M&A in Q3, including transactions by Ascential Software, EMC, and Intuit.
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Read full article >>
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Executive Job Listings
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| 8452J - Chief Executive Officer |
NYC, NY |
Emerging provider of software for the creation of highly effective one-to-one cross-media marketing campaigns requires a NYC based CEO to take the reigns from the founding members and drive growth. The flagship solution empowers enterprises and their service providers (direct marketing agencies and digital printers) to effectively leverage customer databases, streamline multi-disciplinary collaboration and create highly personalized, outbound marketing communications, via digital print, e-mail, Web-on-demand and wireless media. Experience and C-level contacts in the digital and print media industries a must.
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| 7221J - Vice President of Sales |
USA (anywhere) |
Established provider of predictive analytics solutions requires a VP Sales to oversee a number of key verticals including Finance/Insurance, Healthcare/Pharma, Telco & Retail/CPG. Reporting to the SVP Worldwide Sales, the individual will be responsible for roughly $40M in revenue and over 50 employees. Minimum 5 years of sales management experience is a must with a focus on major applications, preferably business intelligence.
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| 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.
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| 6700A - Vice President of Worldwide Sales |
West Coast |
Candidate must have at least 10 years of enterprise applications sales experience, prefereably 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, I2, etc. Candidates should be willing to travel 4 out of 5 days per week for at least 12 months, or relocate to state of California.
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| 8871A - Vice President of Sales |
West Coast |
A Candidate must have successful track record of sales management within market leading supply chain software vendor (Manugstics, i2, BAAN, etc.) and have led a North American sales organization of at least $50m in revenue. Candidates absolutely must have 3+ years experience in an early stage environment. Must have a track record of winning large deals on behalf of a start-up, selling against market leaders in the category.
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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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