The Opportunity: We are conducting an executive search for ...Document Transcript
The Opportunity: We are conducting an executive search for
the President and/or Senior Vice President of Sales and
Marketing of a NY/NJ based, CRM Solutions Company.
(Title depends upon experience.) Position will be second in
command to the founder/CEO. Company has a proven
technology, product and over 1500 customers. Company has
already established significant partnerships with major
Fortune 500 companies such as: Konica Minolta, Ricoh,
Steelcase, etc. Revenues are over $5M with about 35
employees. Company grew 30% last year and is already
profitable. Company is on target to grow over 30% this year
too. Need someone that can come in and scale the Please do NOT answer with “SEE RESUME” because it
organization. Company has only closed one major round of will make it very difficult to get you an interview. Client
VC financing to date, so this is an incredible opportunity to will read your answers and resume before making a
get in early. CEO is willing to put together the right package decision to interview. Please make sure to put your answers
for the right candidate (including a sizeable equity stake of in the blank boxes on the right hand side of the
2-5% DOE.) Need a charismatic leader to build the sales and
questionnaire. Please do not make any changes to the
marketing organization. Need someone that can be hands-on
format or questions. Thanks!
to create and execute the strategic plan.
Your Phone Numbers?
Your Email address?
The President/SVP position can be located either in NYC or
Northern NJ. Prefer someone already living in the area, but
will relocate the right candidate. Where do you currently live?
If you do not already live within commuting distance to the NY/
NJ area, then are you flexible to relocate? (If no, then please do
not complete this form. If yes, then please explain.)
Prefer someone to start in the position this year. When
would you be available to start?
Are you currently employed?
Why did you leave or why are you considering leaving your most
The compensation package (base salary, bonus, stock options,
and benefits) is competitive with similar NYC companies and
is structured with an emphasis on incentives for outstanding
performance. The CEO is willing to put together the right
package for the right candidate. This is a key hire. What are
you looking for in terms of compensation? (Please break it down
between base, bonus, and equity. I want to know your minimum
and your ideal. What is important to you? Is it equity? Total
cash comp? A high base? If you are flexible, then just say that
you are flexible. But, I need to know some type of a range or at
least know what ballpark we are in. Thanks! Also, Client would
really like to know your comp history—W2s over the last couple
You will be the #2 person at this company. You will be the
right hand of the CEO/founder. He wants a true charismatic
leader to build and scale sales and marketing. He wants
someone that he can learn from. You will have full authority
and responsibility for revenues. Must have P&L experience.
Need someone that is very strategic and hungry. Someone
with experience leading at least 40-50 people. Someone who
will make sure the reps hit their numbers. Someone who
leaves the ego at the door. Need someone that knows how to
work smart. Need someone experienced at creating AND
executing a strategic sales plan. Does this describe you? Why?
Are you interested in a management position, an individual
contributor position or both? Why? Can you do the work as well
as manage others doing it? Please provide one or two examples
of situations where you have done both.
You will be fully in charge of your numbers, growth and
hiring plan. You will only have a team of 15 people reporting
to you initially. You will need to evaluate the current team
and build it out. Prefer someone that can bring some people
on board that you have worked with previously. MUST have
someone who can build a top grade sales and marketing team
from the ground up. Company really needs someone to run
marketing communications. Someone who can ensure that
the team has the best possible talent (A players) at each level.
Structure comp & incentive plans. Coach and keep top talent
and remove non-performers efficiently. Also establish sales
processes, tracking and visibility. Do you meet this
requirement? (If yes, then please explain. Make sure to give a
specific example of a team you built or rebuilt. If you already
know of some regional sales managers, account executives,
and/or inside sales reps that you could bring on board quickly,
then make sure to mention it. This will really help you to get an
interview with the CEO. How many years of experience do you
have as a senior manager? What is the largest v. smallest team
that you have led? Please include number of direct v. indirect
reports that you have experience managing. How big was the
team when you started v. when you left?
POSITION REQUIREMENTS: PLEASE TYPE YOUR ANSWER TO EACH QUESTION
Must have held a position within the last 12 months as a NEXT TO THE CORRESPONDING NUMBER.
President or SVP/VP with P&L responsibility for sales and THANK YOU.
marketing at a company targeting the SMB market that falls
into one of the following categories: 1) enterprise software 2)
enterprise solutions 3) marketing services 4) CRM solutions 1)
or 5) enterprise software firms who have moved to a
subscription and/or on demand model. Do you meet this 2)
requirement? If no, then please do not complete this form. If
yes, then please answer the following questions: 3)
1) Are you currently or have you been within the last
twelve months a President or SVP/VP with P&L 4)
responsibility for sales and marketing at a company
targeting the SMB market that falls into one of the 5)
categories listed above? If no, then please do not
complete this form. If yes, then please continue to 6)
answer the questions listed below.
2) What were your employment dates for position?
(month/year started v. month/year left position or current 7)
date if still employed)
3) Please state your employer’s name and url.
4) Which of the categories did that employer fall into?
5) Briefly describe what your company sold.
6) Briefly describe your company’s target market.
7) What was your title?
What is your sales and/or marketing experience for the 1)enterprise software:
following categories: 1) enterprise software 2) enterprise
solutions 3) marketing services 4) CRM solutions or 5) 2)enterprise solutions:
enterprise software firms who have moved to a subscription
and/or on demand model? (Please outline your experience for 3)marketing services:
each category next to the corresponding number. E.g.
3)marketing services: I have 6 years of experience selling 4)CRM solutions:
marketing services to SMB when I worked at…., etc. If you do
not have experience in that category, then just type “N/A.”
You must have previously taken a company with less than
$10M in revenues and helped build it into a company with
revenues over $20M within a relatively short period of time
while in a leadership role. Do you meet this requirement? (If
no, then please do not complete this form. If yes, then please
explain. Make sure to give at least one specific example. Make
sure to explain your specific role in helping to build the company.
Be as specific as possible (e.g. approximate revenues when you
started v. when you left; profit margin when you started v. when
you left, market share when you started v. when you left, number
of employees when you started v. when you left, etc..) Also,
make sure to explain your exit from the company.
Have you previously worked for at least one Venture Capital
backed company? (If yes, then please explain. Make sure to
drop some names of VCs here--if possible. CEO is especially
interested to know the names of the VC firms that have invested
in your previous employers.)
Must have a record of quota over-achievement. Do you meet
this requirement? If yes, then please outline your sales track
record over the last 5+ years. Be clear about your sales
achievements; need to know numbers--not just percentages; want
to know what you personally did versus what your team/
company did as a whole. E.g. in 2006 at ABC Company—I led
a team of 10 that sold $X, achieving x% of quota; in 2005 at
same company, led a team of 5 that sold $X, achieving x% of
quota, etc.) This is an ABSOLUTE requirement so please give
specific and detailed information that can be easily referenced on
You must have selling to the SMB market. (Their main focus
is selling to companies with less than 100 employees.) Do you
meet this requirement? If yes, then please explain. How many
years of marketing experience do you have in total targeting the
SMB market? What products and/or services have you marketed
to SMB? How many years of sales experience do you have in
total selling to the SMB market? What products and/or services
have you sold to SMB?
Must be able to personally deliver outstanding presentations
at key meetings and business conferences. Must have
experience developing brand collateral materials, speeches,
PowerPoint presentations and all other support materials,
online and offline, geared toward the needs of specific
opportunities and audiences. Must be eager and able to build
crisp, compelling presentations for a variety of audiences.
Do you meet these requirements? If yes, then please explain.
The challenge confronting the new President/SVP is clear.
Plenty of high-tech companies are “all sizzle and no steak.”
This Company, by contrast, is “all steak and no sizzle.” Your
role, simply put, will be to generate sizzle that’s as enticing as
the Company’s steak. This means executing marketing
communications programs that will help boost lead
generation, grow the sales pipeline, shorten the sales cycle,
and raise the close rate on new deals. Achieving these
tangible results will require marketing strategies and
programs that challenge SMB executives to exploit the
remarkable financial gains made possible by the Company’s
unique, proprietary technology. Prefer someone who has
helped a company grow significantly in revenues within a
relatively short period of time. Do you meet these
requirements? If yes, then please explain. Make sure to outline a
specific example or two. Please give specific numbers and/or
percentages if possible. Explain some ways that you helped
Strong sales and marketing background is required. Must
have earned undergraduate and/or MBA degrees from
respected universities. Looking for candidates that are
smart, quick and results focused. Do you meet these
requirements? What is your education?
The CEO is very big on delegation. He believes in hiring the
best people, then providing them with clear incentives and
responsibilities. Focus is on results. Need someone who
thrives under tough timeline pressure and the need to show
pragmatic, measurable results. He wants someone who knows
how to work effectively as part of a management team by
building respect and trust. Is this environment appealing to
you? Why? Please describe your management style and work
Please list for me in order of importance the factors that are going
to determine which position you accept next.
What work accomplishment are you most proud of?
Tell me about someone who has been in the news within the last
decade that you admire. Why do you admire this person?
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