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A Monthly Journal for Venture Partners and Enterprise Software Executives
October 2005
In This Issue
CEO Spotlight: Bob Cramer, LiveVault
Why Great Leaders Don't Take Yes for an Answer
You Vote: Which would be a better overseas R&D location?
CEOs and Boards are Locked in a Spiral of Doom
Team Spirit Built from the Top
Software M&A - Q3 Review
Executive Job Listings
Software Sales Jobs
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CEO Spotlight: Bob Cramer, LiveVault
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
LiveVault made its name by tapping into the exploding market for online backup and recovery to SMBs - and now the gorillas want a piece of the action. Angel Mehta, Managing Director at Sterling-Hoffman, chats with LiveVault's CEO Bob Cramer about leaving a startup for the dark side, what not to do in your first CEO job, and how to get big by leveraging others brands.
Read full article >>

Why Great Leaders Don't Take Yes for an Answer
By Michael Roberto, Assistant Professor, Harvard Business School
Powerful, popular, and highly successful leaders hear "yes" much too often, or they simply hear nothing when people really mean "no." In those situations, organizations may not only make poor choices, but they may find that unethical choices remain unchallenged. Of course, conflict alone does not lead to better decisions. Leaders also need to build consensus in their organizations. Here is how to do that.
Read full article >>

Which would be a better overseas R&D location?

India
China


CEOs and Boards are Locked in a Spiral of Doom
By Brent Filson, Founder and President, The Filson Leadership Group, Inc.
American CEOs are dropping like flies. Boards, armed with new federal rules and stock exchange requirements coming in the wake of the corporate scandals of the past few years, are getting rid of under performing CEOs at record rates. This trend is all the more notable because it's happening during an improving economy and stock market.
Read full article >>

Team Spirit Built from the Top
By Jim Clemmer, Author, "Pathways to Performance"
Companies can make huge investments in technologies yet have indifferent frontline staff who demonstrate about as much enthusiasm for customers and their needs as a teenager for more rules and supervision. Companies can purchase the same equipment, technologies, products, people, brands, facilities and other tangible assets like their competitors. But they cannot buy the intangible culture of caring for customers or commitment to high quality that makes or breaks all their tangible investments.
Read full article >>

Software M&A - Q3 Review
By Ken Bender and Allen Cinzori, Software Equity Group, LLC
The third quarter saw big companies gobbling up smaller ones in a bid to capture markets and extend product offerings. Case in point: Plumtree, a developer of enterprise portal solutions, throws in the towel and is acquired by BEA Systems; Bentley Systems picks up the REI assets of netGuru; Interwoven acquires Scrittura; SSA Global buys out Epiphany, and Security market leader Symantec extends its reach to include end point security through the cash acquisition of Sygate.
Read full article >>



Executive Job Listings
7345K - Chief Executive Officer West Coast
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.

7611M - VP of Sales South
A privately held storage and infrastructure management software company with premier venture backing requires a senior sales executive to build on current customer momentum and recruit a high performance direct sales team. Candidates will be expected to have a lengthy track record in bringing high value, technical enterprise solutions to market on behalf of early stage software companies. A minimum of 10 years enterprise software sales leadership experience is required as is the ability to lead by example in the field. An ideal background would include tenures with notable systems management and/or storage vendors.

9127M - VP of OEM Sales Bay Area
An early stage Content Management software solutions provider is looking to acquire a high-performance VP of OEM Sales with an extensive background in bringing enterprise solutions to market via ISV partners. Candidates with a majority of their experience driving business via non-ISV OEM channels will not be considered.

7900M - VP 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.

7761A - Chief Marketing Officer Northeast
A leading developer of logistics management and supply chain software solutions is seeking a Senior Marketing Executive. The ideal candidate will have led all facets of software marketing (including product marketing, marketing communications, investor relationships, and field marketing) for a software company that has achieved at least $100m in revenue. Candidates with some tenure at companies such as: i2, SAP, Peoplesoft, Lawson, Manugistics, Oracle, or another 'mega-suite' vendor are preferred.

9562J - SVP of Sales Midwest
Our client is a vendor of content & knowledge management solutions. They require an SVP Sales to assume global responsibility for the sales organization. Interested applicants must have held revenue responsibility of over $300M, have deep relationships with the Big-4 consulting firms, have extensive experience establishing channels, and be able to quickly instill a solution sales focus. M&A experience (i.e. integrating large sales organizations) is a big plus.

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.

1311K - VP of Marketing Boston, MA
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 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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