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A Monthly Journal for Venture Partners and Enterprise Software Executives
September 2005
In This Issue
CEO Spotlight: Jonathan Yaron, Enigma Inc.
How Can So Many Chiefs Be So Wrong?
You Vote: Has the Oracle acquisition of rival Siebel made it...
Performance Management Demystified
The Chief Enabler
Software M&A - Q3 Mega Deals
Executive Job Listings
Software Sales Jobs
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CEO Spotlight: Jonathan Yaron, Enigma Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
A top-seeded Israeli tennis player, ex-soldier, and software entrepreneur: Jonathan Yaron seems to get what he wants. Enigma, which counts industry luminaries Ray Lane and Leo Apotheker as board members, is an anomaly in the consolidating world of enterprise software: an applications startup that is actually thriving. Angel Mehta, Managing Director of Sterling-Hoffman, sat down with Jonathan Yaron to talk about the early days of Enigma and how it plans to dominate a market space that old school ERP vendors seem to have ignored.
Read full article >>

How Can So Many Chiefs Be So Wrong?
By Rajeev Rawat, President, BI Results, LLC
Many a business lobbyist and even some in Congress are assailing regulatory requirements or strict enforcement as being excessive, redundant, draconian, and expensive. They seek to delay or roll back rules. Champions of industry are apprehensive about intense scrutiny of their actions. IT managers are shying away from stepping out to lead change. Aren't these efforts misguided, myopic, and wrong? Couldn't they do better by helping businesses and enterprises rebuild the fabric of the American enterprise? Let's take a closer look.
Read full article >>

Has the Oracle acquisition of rival Siebel made it...

EASIER to sell into Siebel customers?
HARDER to sell into Siebel customers?


Performance Management Demystified
By Jonathan D. Becher, President and CEO, Pilot Software
You've heard performance management touted as the cure-all business solution more times than you care to count - and likely in as many flavors. Perhaps you're not yet convinced that performance management is not just another panacea du jour that will soon take its place in the annals of management and technology trends whose promise fell short. If you have been tempted to dip your toe in the water and see what the clamor is about, perhaps you are struggling with where to begin.
Read full article >>

The Chief Enabler
By John Baldoni, Author, "Great Motivation Secrets of Great Leaders"
The reputation of CEOs generally has taken a major hit due to recent corporate governance scandals, but there are signs that the spotlight is returning once again for those at the top. Part of that spotlight is scrutiny, but another part is hero worship. This is unfair to both CEO and the rest of the organization. Right now the tenure of a CEO at a multibillion-dollar enterprise seems to rival that of an NFL running back-three years and out.
Read full article >>

Software M&A - Q3 Mega Deals
By Ken Bender and Allen Cinzori, Software Equity Group, LLC
This month's deals reflect very disparate buyer motives currently driving software M&A: Hanging over Siebel like Damocles' sword since early 2004, Oracle acquires the CRM giant and a very significant customer base; eBay bets the farm on internet telephony and enters an entirely new product category with its acquisition of Skype; Manhattan Associates fleshes out its supply chain execution offering by acquiring Evant; and struggling SumTotal picks up a more profitable competitor in the hopes that one plus one makes five.
Read full article >>




Executive Job Listings
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, SAP, Oracle, etc.

6005J - VP 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.

9985J - VP Americas Sales US
Our client, an emerging vendor of PLM & decision support solutions for manufacturers, requires a VP WW Sales to build the sales organization and drive revenue growth. The ideal candidate will have a background selling PLM, SCM or ERP solutions to discrete manufacturers. Experience growing revenues from under $10m to over $50m is also required. In addition, previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

9213M - VP of Sales Northeast
A privately held infrastructure software provider requires a VP of Sales that understands how to drive early customer traction. The ideal candidate will have successful early stage company experience, defined as growth from $5-30m+, and expertise in selling complex enterprise solutions to the CIO and CFO. Prior background in selling to the Financial Services sector highly preferred.

8113M - VP of Sales US
Our client is a leading vendor of Knowledge Management solutions for mid-market, Government, and Global 2000 organizations. The ideal candidate will have a minimum of 7 years senior level management experience and a track record of success in young company environments, defined as cost-conscious revenue growth from $20m to over $70m. Prior background in selling CRM, PRM or HR applications is highly desired.

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.

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, SAP, Oracle, etc.

6412J - VP of Sales Northeast
A leading vendor of Supply Chain Management solutions for the manufacturing sector requires a VP Sales that can help the company further develop their foothold in the consumer packaged goods market. Interested candidates must have experience selling into the CPG vertical as well as manufacturing as a whole (process & discrete) with experience overseeing $25M+ in revenue. Early stage Company experiences a must.

7345K - Chief Executive Officer Bay Area
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 as is 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.

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.

9056J - VP of Sales Northeast
Our client is a leading vendor of Product Lifecycle Management solutions for the process manufacturing industry. Reporting into the CEO, the VP North American Sales will be responsible for continuing to grow the customer base in North America. Critical requirements include extensive experience selling into process manufacturers (plastics, paints, compounds etc.) and a minimum of 5 years in a VP Sales capacity managing a minimum of $20M in revenue. Early to mid-stage company experience a must.

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.

7210J - VP of Global Sales US
A rapidly growing developer specializing in knowledge capture and e-learning solutions with dozens of Fortune 2000 customers requires a Vice President of Sales that has effectively sold both enterprise and departmental software solutions, preferably in the content management, learning management, or business intelligence sectors. Candidates must have successfully led growth in a previous tenure from $10m to $50m in revenue.



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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