Our client provides SaaS based proprietary software and tech enabled services to residential and commercial builders around the world. Company is the largest and most respected third-party quality assurance inspection and risk management solution provider in the US. They have developed a purpose-built software platform and robust proprietary database that allows their clients to effectively make informed business decisions, reduce costs and assess risks to prevent potential economic losses.
Client initially engaged with our sister brand, BSG, who successfully placed an executive sales leader to head up business development in the US. His first initiative was to build out a national sales team and we partnered with him to locate 2 National Accounts Managers to cover the country. We targeted senior level business development and key account specialists with existing relationships and 10+ years of experience selling high end technical products, services and/or solutions to specific customers on our clients target list. The ability to articulate complex value propositions, deliver compelling sales presentations and build consensus among a wide range of stakeholders and decision makers was our key criteria for the search.
The National Account Managers would be key to ownership and development of the national account pipeline of business opportunities for the client, sharing responsibilities the entire US. Each sales manager would be charged with expanding existing relationships with current clients while prospecting for potential new large account clients. As part of the sales team, these candidates would also be actively engaging with leadership and technical staff to strategize new products to help meet customer needs.
These positions were home office based. We were looking for candidates in “target rich” locations, ideally situated on the East and West Coasts.
Within ninety days, we were able to locate 2 outstanding candidates who were hired in Florida and Washington. Our team sourced a total of 132 candidates and screened 37 before presenting the top 10 to our client. The VP of Sales ultimately interviewed 4 finalists from each region with varying backgrounds and levels of experience, all of whom had existing relationships with the key customers on our clients’ target list.
Our client develops educational opportunities and provides advanced mathematics curriculum for tens of thousands of the country’s top students. Utilizing books, classes and other online resources, students develop the skills they need to become successful, creative problem solvers and many have gone on to compete at the highest levels here in the US and internationally.
We were retained to find a VP of Marketing who could create, develop and execute a quantitative marketing plan and build out a dynamic team. This person would be implementing a system to test marketing activities for positive ROI, including digital marketing, SEO/SEM, content creation, email and direct mail campaigns, expanding social media presence and attending industry events.
Our challenge was to find someone who could initially take on all marketing responsibilities but also had experience leading and developing high performance marketing teams. We were focused on those candidates with educational or B2C backgrounds who had championed marketing research to better understand target customers with an emphasis on driving retention and long-term loyalty. This individual would be a key member of the executive team and report in to the CEO.
We conducted an extensive, hard target search in a localized geographic market and expanded our research efforts to include neighboring states. We researched profiles ideal for this unique company and culture, focusing on candidates who were data driven with extremely strong analytical capabilities as well as a broad overall marketing background. Thirteen candidates were presented from a group of 100+ who were initially screened. Within 120 days an offer was extended and accepted by a senior level marketing executive in the area (no relocation was needed), who had not only education background but significant accomplishments in SEO/SEM, content creation, and creating/leading high performances marketing teams.
Our client is a leader in higher education technology and solutions. They are an agile development team that specializes in higher education learning, emphasizing iterative cycles to deliver products quickly and get feedback early in order to maximize productivity and responsiveness. The company provides custom software development for cloud transition management, LMS integration and customization, and content resource management.
We were retained to find a senior sales executive to join their highly successful and growing agile team. Our challenge was to identify and attract candidates with experience selling highly customized, complex software solutions to colleges and universities, the ability to build new customer relationships, and the desire to create and execute new marketing and sales strategies.
The Business Development Partnerships Manager would be responsible for increasing revenue by the identification, acquisition and development of new client accounts for contract software development in the higher education sector.
National (US) based, working from a virtual/home office.
Utilizing an extensive database and network of existing contacts, we were able to quickly identify candidates with the institutional knowledge and experience our client was looking for. We presented a total of 12 qualified and interested candidates and narrowed the field to 2 finalists. The selected candidate had 10+ years in the education sector, was selling enterprise software solutions to colleges and universities across the country, and was interested in joining a smaller company where he could have a larger impact on growth. The relationship between candidate and client has been a resounding success.
Our client is a company within the Education Media Industry that provides award-winning content on a safe and secure learning network for children, families and teachers across the world.
The client retained our organization to identify a Vice President of Sales. The role was accountable for directing the sales team, supporting channel partners, cultivating prospects, moving potential customers through the sales process and closing new and renewal business.
The challenge was to find a sales leader who also can carry a territory in the education and/or media space – typically 2 skill sets that are not merged into one role.
Washington, D.C. or Chicago
Offer accepted 60 days later by candidate who worked for 2 direct competitors in the DC area.
Client: Seven Media
Category: Product Design
Date: June 2016