[jsfg_cinti] Fw: Referral - Dallas. Regional Sales Mgr. ($90-110k. base)

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----- Original Message -----=20
From: Barry Schwartz=20
To: JSFG@xxxxxxxx=20
Sent: Thursday, September 25, 2003 8:56 PM
Subject: Fw: Referral - Dallas. Regional Sales Mgr. ($90-110k. base)



----- Original Message -----=20
From: Carolyne Connor=20
To: Connor@xxxxxxxxxxxxxxxxxx=20
Sent: Thursday, September 25, 2003 4:46 PM
Subject: Referral - Dallas. Regional Sales Mgr. ($90-110k. base)


Currently, we are searching for a Dallas-based, Regional Sales Manager =
for a company that is a provider of system security management software. =
Candidates must already be living in the Dallas, Texas area and have =
direct sales experience in enterprise security software/solutions. =
Client is NOT open to relocating candidates or having candidates work =
remotely. Experience in selling security software &/or solutions is a =
plus!=20

If you are interested in this position, then please review the attached =
document. If you meet all of the absolute requirements, then please =
complete the form and email it back to me along with the resume that you =
would want me to send. If you have already completed another sales =
interview form, then you can just use that instead.=20

The client would like to start interviewing candidates next week, so =
please email me with your resume and completed questionnaire soon! =
(PLEASE NO PHONE CALLS AT THIS POINT. I PROMISE TO RESPOND TO EVERYONE'S =
EMAIL.)=20

If you are a match for the position, then I will give you the name of =
our client and ask for your permission to present you. When I present =
you, I will give our client your resume, contact info and completed =
questionnaire. The client and I developed the questions. I do not make =
any changes to your resume or answers when I present you. He is going to =
review both documents before making any interview decisions.=20

PLEASE TAKE THE TIME TO REVIEW &/OR REVISE YOUR RESUME SO THAT YOUR =
RESUME CLEARLY DEMONSTRATES THAT YOU HAVE THE EXPERIENCE THAT IS =
REQUIRED FOR THE POSITION.=20

Feel free to forward this email to anyone you think might be a good =
match. I would really appreciate any referrals! Also, if you know any =
other executive recruiters who may be able to help us fill this =
position, please refer them to me. I would really appreciate the =
introduction. Thank you very much for all your time and interest.=20

Sincerely,=20
Carolyne=20

Carolyne P. Connor, Founder & President=20
MATCHSTAR {!http://www.matchstar.com/}=20
One Research Court, Suite #120=20
Rockville, MD 20850=20
415.749.0330 (direct)=20
connor@xxxxxxxxxxxxx=20


POSITION: Dallas-based, Regional Sales Manager needed for a provider of =
system security management software. You will have an individual quota =
and then a team quota. Initially, this is an individual contributor =
position. However, would like someone who is very entrepreneurial and =
can eventually carry a personal quota while building & managing a team. =
The entire sales roll out could take 18-20 months. Depending upon your =
experience and success, you may build and manage a team of inside sales =
reps, field reps and sales engineers.=20

COMPANY: Company is a provider of system security management software. =
There are approximately 30 people in the company with less than 10 on =
the sales team. Revenues are expected to be $3M this year and $9M next =
year. Target market is typically companies with revenues of $100M or =
more. Client is selling into Fortune 1000. Their solution is horizontal, =
but more in financial services, government, energy, pharmaceuticals, and =
healthcare.=20

LOCATION: Candidates must already be living in the Dallas, Texas area. =
Client is NOT open to relocating candidates or having candidates work =
remotely.=20

COMPENSATION: Base salary will be $90-110k. Should be able to at least =
double that with commissions. There will be NO cap on commissions. This =
is a regular, full time position with base, bonus, commissions & a stock =
option plan.=20


The CLIENT WOULD LIKE TO SEE PEOPLE FROM THE FOLLOWING COMPANIES (OR =
COMPANIES THAT COMPETE WITH THESE COMPANIES):=20

Software security companies or Network security companies such as....=20
Bindview=20
Pentasafe=20
Tripwire=20
Symantec (where they sold enterprise security manager)=20
Polivec=20
Citadel=20
NetIQ=20
RSA Security=20
Checkpoint=20
ISS--Internet Security Systems=20


PERSONAL SUMMARY: Position reports to VP of US Sales. His management =
style is fairly hands-off, but he has a certain process that he likes to =
follow. He is very metric driven. He gives people the ability to run =
things how they see fit. Prefers to work with someone who is very =
entrepreneurial and a type "A" personality. He is very organized and =
driven; good at measuring achievements. He wants a hunter, NOT a =
surfer/farmer type. Most important thing to him is to hire someone who =
is a driver! He is not going to be there to manage the day-to-day. Needs =
someone who is real hungry and able to take on more responsibility as =
company grows.=20

ABSOLUTE REQUIREMENTS:=20

=B7 MUST have 7-10 years of experience direct sales experience in =
enterprise security software/solutions. Must be able to summarize your =
sales experience by category. (e.g. 10 years enterprise software sales =
experience, 7 years professional services experience, 5 years selling =
Security Solutions, etc.)=20

=B7 Must be able to summarize your sales experience by position. (e.g. 3 =
years as Regional Director of Sales at ABC Company, give brief =
description of the company and explain what you sold, 3 years as =
National Account Manager at.., 2 years as Sr. Sales Executive at..) This =
is an ABSOLUTE requirement so please give specific and detailed =
information that can be easily referenced on your resume.=20

=B7 Ideally, would like someone with contacts into financial services, =
government, energy, pharmaceuticals, and healthcare. Target market is =
typically companies with revenues of $100M or more. Client is selling =
into Fortune 1000. Their solution is horizontal, but more in financial =
services, government, energy, pharmaceuticals, and healthcare. =
Candidates must have experience selling to Fortune 1000.=20

=B7 Must be able to list 5 deals that you have closed within the last =
five years. Please name the account, size (e.g. $10k license fee with =
$1500/yr maintenance contract, $30k consulting services over 3 month =
contract, etc.), explain what you sold (software, solution, professional =
services, etc.) and who you sold it to (IT dept, Marketing, COO, etc.) =
Typical sale is about $100-500k, but it could be up to $1M (an =
enterprise agreement that would require some professional services and =
training.) Company sells the implementation to the client. They might =
sell a 1/4 of the opportunity in the first go round, but there is =
usually another couple hundred thousand they can get later. Sales cycle =
begins with a download from website and could last 6-9 months from the =
time of the download.=20

=B7 Must have someone who is comfortable talking to the CISO (Chief =
Information Security Officer) or Director of Security. Sometimes you may =
be selling to auditors, but the security organization is really =
evaluating the client. Must have experience selling to different levels =
of IT at the very least. Must be able to describe which departments and =
at what levels have you sold to previously. (e.g. IT, Engineering, =
Operations, Marketing, VP, Product Managers, Directors, VP, C-level, =
etc.)=20

=B7 Must have a record of quota over-achievement. Must be able to =
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 2002 at ABC Company-I personally sold $X, achieving =
x% of quota, was part of a 3 person team & they sold $X-achieving x% of =
quota, 2001-personally 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 your resume.)=20

=B7 Very aggressive, seasoned, independent self-starters are a must. =
Need Hunters who can uncover and close new deals.=20




ABOUT MATCHSTAR - OUR PROCESS:=20

1. If you or anyone you know might be a good match, then please EMAIL me =
soon. The best way to get the interview process started and moving =
forward is to reply to the email that lists the opportunity that is of =
interest to you. This enables us to quickly evaluate and facilitate the =
best candidate/client matches.=20

2. When you indicate that you are interested in being considered for any =
of our opportunities, we will send you a specific list of questions that =
we have developed with our client for that particular opportunity. In =
your answers to these questions, you can tell us why you are a good =
match and explain your experience that is relevant to each position. If =
you are a match for the position, then we will give you the name of our =
client and ask for your permission to present you.=20

3. When we present you to our client, we will give them your resume, =
your questionnaire, and your email address so they can contact you to =
set up an interview. I do not make any revisions to the questionnaire or =
resume that you provide to me. This process allows you to explain your =
skills and experience directly to our client. We have received GREAT =
feedback about this new process from our clients including the fact that =
they have been able to interview and hire more of our candidates in less =
time because of this new process!!!=20

4. Considering today's difficult market, I have had to spend the =
majority of my time developing new business-and it has really paid off! =
Plus, I have to travel often. So at this point in time, the best way to =
reach me is through email at connor@xxxxxxxxxxxxxx=20

5. Feel free to forward this email to anyone, but please do NOT post it =
to it any job boards or websites. I am only accepting candidates if they =
can say who referred them to me. If you would like me to contact someone =
about an opportunity, then I can do that best through email. So, please =
send me their email address.=20

6. If you don't want to continue receiving emails about our new =
positions, just let me know and I will take you off our list.=20

7. I know that that this process may not feel as "personalized" as the =
service we have given in the past. However given today's market, our =
goal right now is to maximize the number of opportunities to present to =
you and to present the most qualified candidates for interviews to our =
clients. So, I hope you understand why we have developed and implemented =
this new process. However, if this process does not work for you, then I =
understand.


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