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The Monthly Journal for Venture Partners and Enterprise Software Executives
October 2007
In This Issue
CEO Spotlight: Robert Youngjohns, Callidus Software Inc.
Trends in Clean Tech Investing
You Vote: What company will impact the software industry most by 2017?
Recommended ­Sales Training Firms
Virtual Appliances: An Alternative Approach to SaaS Value
Flipping the Coin for Talent: How Well Are You Hiring?
Software M&A: Deals Get More Impressive
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 Google, FileNet, BEA, Sybase, Computer Associates, BMC, and SAP has 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.
CEO Spotlight: Robert Youngjohns, Callidus Software Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
A graduate from Oxford with dreams of pursuing a Ph. D in Physics, Robert had an accidental entry into the software industry. His stepping-stone was IBM, where he plunged into sales and went on to SUN Microsystems and finally to Callidus Software. In this interview with Angel Mehta, Managing Director of Sterling Hoffman, Robert talks about his journey from Oxford to Callidus and tries to clear the misconceptions the marketplace has about his company.
Read full interview >>

Trends in Clean Tech Investing
By Paul Holland, General Partner, Foundation Capital
Clean technologies that started merely as pie-in-the-sky ideas are now quickly becoming trillion-dollar markets that established utilities, transportation industries and others are beginning to rely on to put energy efficiency into practice. By the same token, former technology executives are driving new urgency into these markets by combining the pace of high tech with cutting edge science. The result is already benefiting the average consumer on a broad scale and will ultimately transform the future of our global environment.
Read full article >>

Which company will have the most impact on shaping the enterprise software industry through 2017?


Sales­ Training Firms We Recommend
Your search for quality Software Sales­ Training Firms begins and ends here...
View the Index >>
Virtual Appliances: An Alternative Approach to SaaS Value
By Dave Cotton, Vice President of Sales, rPath
The greatest challenge for software application companies today is accelerating new license growth while maintaining a reasonable level of expense for sales and R&D. Many have hailed Software as a Service (SaaS) as the best solution to the license growth challenge – after all, SaaS can enable new license sales to a set of customers that historically didn’t buy software because they couldn’t afford the cost or complexity of the technology.
Read full article >>

Flipping the Coin for Talent: How Well Are You Hiring?
By Dr. Maynard Brusman, Principal, Working Resources
The new reality is that it is becoming more critical for companies to hire talented managers in order to maintain a competitive advantage, but that talented people are scarce, more mobile and demanding. The best people are those who can combine intelligence, data, and skills in a way that enables them to synthesize data into information and apply their knowledge to address new and emerging problems.
Read full article >>

Software M&A: Deals Get More Impressive
By Ken Bender, Managing Director, and Kris Beible, Analyst – Software Equity Group, LLC
M&A Deal activity within the software sector continues to impress. Deals highlighted this month include Citrix’s acquisition of Xensource in the red-hot virtualization arena; Cognos’ acquisition of online analytical processing (OLAP) software provider Applix; ETS’ acquisition of Thomson Prometric, a testing and assessment services administrator; Hewlett Packard’s acquisition of Opsware in the IT infrastructure management space; IBM’s acquisition of data integration partner Datamirror, and SAP’s acquisition of Business Objects, the world’s second largest pure-play business intelligence provider.
Read full article >>

Executive Job Listings
Account Managers
IA, WA, CT, NY, AZ, MO, Bay area
Apply Now
Our client markets and supports clinical document management software for the healthcare industry. The company has a nationwide customer base encompassing every medical specialty and is headquartered in the New York City metropolitan area. They provide award-winning clinical document management solution that combines powerful workflow tools such as digital messaging, electronic prescriptions, referral order management, integrated transcription services and customized flow sheets with a robust document management engine that eliminates the need for paper charts.
Vice President North American Sales
Apply Now
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.
Business Development Manager
Apply Now
Our client is a developer of web applications and web software tools. The company has 85 employees and offices worldwide. It seeks a candidate for the position of Business Development Manager. This person will be responsible for cultivating new customer opportunities in the New York region and gro­­wing the company's existing customer base within the Financial Services, Life Sciences/Healthcare and High Technology industries. He/She must be very experienced at identifying the customer's enterprise web challenges and developing technical specifications for potential customer engagements within the targeted verticals.
SVP of Field Operations
Apply Now
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 the past, managed a unit with at least $75M in revenue for a period of 3+ years, and have at least one successful tenure at a market leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.
Account Manager
CT/NY Upstate
Apply Now
Our client seeks a candidate for the position of Account Manager in their Eastern office. The company is a New IPO on Nasdaq. It is ranked number 1 in Data Automation Software. This is an exciting ­opportunity for someone to step into and take advantage of the incredible growth the company is planning over the next few years.

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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