[jsfg_cinti] Fw: Referral - NOVA. Dir Sales. SW. Fed--Fortune 1000 ($100-$125k base)

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----- Original Message -----=20
From: Carolyne Connor=20
To: Connor@xxxxxxxxxxxxxxxxxx=20
Sent: Sunday, November 09, 2003 8:24 PM
Subject: Referral - NOVA. Dir Sales. SW. Fed--Fortune 1000 ($100-$125k =
base)



      Currently, we are recruiting for an Director of Sales for a =
profitable, pre-IPO software company. 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.=20

      I will begin benchmarking candidates in seven days, 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 one of the Top 10 candidates selected to be presented =
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. I do not =
make any changes to your resume or answers when I present you. The =
client will review both documents before making any interview decisions. =


      In this market, our clients are setting VERY specific =
qualifications for their positions. They insist that we only present =
candidates that meet all of their absolute requirements. Many of our =
candidates tell us, "The best candidate for a job is not always the =
person that has done the exact same job before". However, companies that =
are making hiring decisions are asking us to find people who have done =
that exact job before. They CAN be very picky. We can only present up to =
10 candidates for each position. Sometimes a candidate may qualify, but =
not make it into the Top 10 because there are other candidates that are =
more qualified. We wish that we were able to present more candidates to =
our clients who are a close match -- but our clients would discontinue =
their relationship with us if we did not follow their guidelines and =
requirements. If you think it is hard for people to find jobs in this =
market, imagine what it is like for recruiting agencies to find paying =
clients! We have to give the clients exactly what they want, or they =
won't hire us either. Our goal is to help companies grow and succeed in =
the future by finding them the talent that they are looking for today.=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: Director of Sales. Position reports directly to the CEO. =
There are 3 people on the sales team right now. Goal is to grow it to =
12-15 people within the next year. Need an individual contributor who =
can also manage. Basically, need a selling manger. Someone who can roll =
up their sleeves, dig in and just get it done. Everyone works hard in =
this company. Everyone needs to contribute to creating more wealth.=20

      COMPANY: Profitable, pre-IPO software company that sells to =
Fortune 1000 and the Federal sector=20

      LOCATION: Position is located in Northern Virginia. Working =
remotely is not an option.=20

      COMPENSATION: Expected annual compensation will be $100-125k base; =
with bonus should be around $200-250k per year depending on meeting =
quarterly quotas and annual quotas.=20

      PERSONAL SUMMARY:=20

      Finding someone with the right mentality is crucial. Need someone =
with the right chemistry to work with the team. The people who are with =
the company now have really given their all. They have made it through =
the hard market; some have even donated their paychecks to keep the =
company going when times were tough. They will do anything to win; very =
different mentality than a big company. Even the CTO and CFO sell; they =
know how to do deals. Really need someone who can fit into this =
environment; work hard and prove that he/she can work hard on this team. =
The team has gone through so much together over the last 4 years and has =
never given up. So finding the right mentality is going to be crucial. =
Need someone who can really accelerate. Someone who can figure out how =
to just do it.=20

      The CEO is only results driven. He is not interested in BS; just =
performance so everyone can make a lot of money. He runs a benevolent =
dictatorship. He will be very involved until he understands that the =
person is executing competently. A stellar performer will love it; they =
will have 110% support to execute. CEO drives customers, revenue and =
profitability. He needs someone like him to do the same.=20


      POSITION REQUIREMENTS:=20

      =B7 Must have recent experience as a VP/Director of Sales and/or =
as a Sales Manager for a public and/or venture-backed software and/or =
ASP company.=20
      =B7 MUST have someone who has previously grown a Venture-backed =
company from nominal revenues to phenomenal revenues within a relatively =
short period of time at least once in your career. Technology has =
already been accepted in the market. Company is already profitable with =
big-name, reference-able clients. An aggressive growth strategy of =
doubling revenues each year is already in place--which is why CEO needs =
someone to be able to sell to both fed and commercial. Need to be able =
to execute simultaneously.=20
      =B7 Must be able to list Fortune 1000 companies that you have =
closed deals with during the last 5+ years.=20
      =B7 Must be able to list US Government, civilian and military =
organizations that you have closed deals with during the last 5+ years.=20
      =B7 Must be able to list System Integrators that you have closed =
deals with during the last 5+ years.=20
      =B7 Must have a record of quota over-achievement.=20
      =B7 MUST have someone who has built a Top Grade Sales Organization =
from the ground up. There are 3 people on the sales team right now. Goal =
is to grow it to 12-15 people within the next year. Need someone who can =
ensure that the sales 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.=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.=20
    =20


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<DIV>&nbsp;</DIV>
<DIV style=3D"FONT: 10pt arial">----- Original Message -----=20
<DIV style=3D"BACKGROUND: #e4e4e4; font-color: black"><B>From:</B> <A=20
title=3Dconnor@xxxxxxxxxxxxx =
href=3D"mailto:connor@xxxxxxxxxxxxx";>Carolyne=20
Connor</A> </DIV>
<DIV><B>To:</B> <A title=3Dconnor@xxxxxxxxxxxxxxxxxx=20
href=3D"mailto:Connor@xxxxxxxxxxxxxxxxxx";>Connor@xxxxxxxxxxxxxxxxxx</A> =
</DIV>
<DIV><B>Sent:</B> Sunday, November 09, 2003 8:24 PM</DIV>
<DIV><B>Subject:</B> Referral - NOVA. Dir Sales. SW. Fed--Fortune 1000=20
($100-$125k base)</DIV></DIV>
<DIV><BR></DIV>
<DIV><FONT size=3D2></FONT>&nbsp;</DIV>
<DIV>
<TABLE id=3Dep cellSpacing=3D1 cellPadding=3D1 width=3D"100%" =
border=3D0>
  <TBODY>
  <TR>
    <TD class=3DdataField vAlign=3Dtop colSpan=3D4><FONT =
size=3D2>Currently, we are=20
      recruiting for an Director of Sales for a profitable, pre-IPO =
software=20
      company. If you are interested in this position, then please =
review the=20
      attached document. If you meet all of the absolute requirements, =
then=20
      please complete the form and email it back to me along with the =
resume=20
      that you would want me to send. <BR><BR>I will begin benchmarking=20
      candidates in seven days, so please email me with your resume and=20
      completed questionnaire soon. (PLEASE NO PHONE CALLS AT THIS =
POINT. I=20
      PROMISE TO RESPOND TO EVERYONE'S EMAIL.) <BR><BR>If you are one of =
the Top=20
      10 candidates selected to be presented for the position, then I =
will give=20
      you the name of our client and ask for your permission to present =
you.=20
      When I present you, I will give our client your resume, contact =
info and=20
      completed questionnaire. I do not make any changes to your resume =
or=20
      answers when I present you. The client will review both documents =
before=20
      making any interview decisions. <BR><BR>In this market, our =
clients are=20
      setting VERY specific qualifications for their positions. They =
insist that=20
      we only present candidates that meet all of their absolute =
requirements.=20
      Many of our candidates tell us, "The best candidate for a job is =
not=20
      always the person that has done the exact same job before". =
However,=20
      companies that are making hiring decisions are asking us to find =
people=20
      who have done that exact job before. They CAN be very picky. We =
can only=20
      present up to 10 candidates for each position. Sometimes a =
candidate may=20
      qualify, but not make it into the Top 10 because there are other=20
      candidates that are more qualified. We wish that we were able to =
present=20
      more candidates to our clients who are a close match -- but our =
clients=20
      would discontinue their relationship with us if we did not follow =
their=20
      guidelines and requirements. If you think it is hard for people to =
find=20
      jobs in this market, imagine what it is like for recruiting =
agencies to=20
      find paying clients! We have to give the clients exactly what they =
want,=20
      or they won't hire us either. Our goal is to help companies grow =
and=20
      succeed in the future by finding them the talent that they are =
looking for=20
      today. <BR><BR>PLEASE TAKE THE TIME TO REVIEW &amp;/OR REVISE YOUR =
RESUME=20
      SO THAT YOUR RESUME CLEARLY DEMONSTRATES THAT YOU HAVE THE =
EXPERIENCE THAT=20
      IS REQUIRED FOR THE POSITION. <BR><BR>Feel free to forward this =
email to=20
      anyone you think might be a good match. I would really appreciate =
any=20
      referrals! Also, if you know any other executive recruiters who =
may be=20
      able to help us fill this position, please refer them to me. I =
would=20
      really appreciate the introduction. Thank you very much for all =
your time=20
      and interest. <BR><BR>Sincerely, <BR>Carolyne <BR><BR>Carolyne P. =
Connor,=20
      Founder &amp; President <BR>MATCHSTAR {!http://www.matchstar.com/} =
<BR>One=20
      Research Court, Suite #120 <BR>Rockville, MD 20850 =
<BR>415.749.0330=20
      (direct) <BR>connor@xxxxxxxxxxxxx <BR><BR><BR><BR>POSITION: =
Director of=20
      Sales. Position reports directly to the CEO. There are 3 people on =
the=20
      sales team right now. Goal is to grow it to 12-15 people within =
the next=20
      year. Need an individual contributor who can also manage. =
Basically, need=20
      a selling manger. Someone who can roll up their sleeves, dig in =
and just=20
      get it done. Everyone works hard in this company. Everyone needs =
to=20
      contribute to creating more wealth. <BR><BR>COMPANY: Profitable, =
pre-IPO=20
      software company that sells to Fortune 1000 and the Federal sector =

      <BR><BR>LOCATION: Position is located in Northern Virginia. =
Working=20
      remotely is not an option. <BR><BR>COMPENSATION: Expected annual=20
      compensation will be $100-125k base; with bonus should be around =
$200-250k=20
      per year depending on meeting quarterly quotas and annual quotas.=20
      <BR><BR>PERSONAL SUMMARY: <BR><BR>Finding someone with the right =
mentality=20
      is crucial. Need someone with the right chemistry to work with the =
team.=20
      The people who are with the company now have really given their =
all. They=20
      have made it through the hard market; some have even donated their =

      paychecks to keep the company going when times were tough. They =
will do=20
      anything to win; very different mentality than a big company. Even =
the CTO=20
      and CFO sell; they know how to do deals. Really need someone who =
can fit=20
      into this environment; work hard and prove that he/she can work =
hard on=20
      this team. The team has gone through so much together over the =
last 4=20
      years and has never given up. So finding the right mentality is =
going to=20
      be crucial. Need someone who can really accelerate. Someone who =
can figure=20
      out how to just do it. <BR><BR>The CEO is only results driven. He =
is not=20
      interested in BS; just performance so everyone can make a lot of =
money. He=20
      runs a benevolent dictatorship. He will be very involved until he=20
      understands that the person is executing competently. A stellar =
performer=20
      will love it; they will have 110% support to execute. CEO drives=20
      customers, revenue and profitability. He needs someone like him to =
do the=20
      same. <BR><BR><BR>POSITION REQUIREMENTS: <BR><BR>=B7 Must have =
recent=20
      experience as a VP/Director of Sales and/or as a Sales Manager for =
a=20
      public and/or venture-backed software and/or ASP company. <BR>=B7 =
MUST have=20
      someone who has previously grown a Venture-backed company from =
nominal=20
      revenues to phenomenal revenues within a relatively short period =
of time=20
      at least once in your career. Technology has already been accepted =
in the=20
      market. Company is already profitable with big-name, =
reference-able=20
      clients. An aggressive growth strategy of doubling revenues each =
year is=20
      already in place--which is why CEO needs someone to be able to =
sell to=20
      both fed and commercial. Need to be able to execute =
simultaneously. <BR>=B7=20
      Must be able to list Fortune 1000 companies that you have closed =
deals=20
      with during the last 5+ years. <BR>=B7 Must be able to list US =
Government,=20
      civilian and military organizations that you have closed deals =
with during=20
      the last 5+ years. <BR>=B7 Must be able to list System Integrators =
that you=20
      have closed deals with during the last 5+ years. <BR>=B7 Must have =
a record=20
      of quota over-achievement. <BR>=B7 MUST have someone who has built =
a Top=20
      Grade Sales Organization from the ground up. There are 3 people on =
the=20
      sales team right now. Goal is to grow it to 12-15 people within =
the next=20
      year. Need someone who can ensure that the sales team has the best =

      possible talent (A players) at each level. Structure comp &amp; =
incentive=20
      plans. Coach and keep top talent and remove non-performers =
efficiently.=20
      <BR><BR><BR>ABOUT MATCHSTAR =96 OUR PROCESS: <BR><BR>1. If you or =
anyone you=20
      know might be a good match, then please EMAIL me soon. The best =
way to get=20
      the interview process started and moving forward is to reply to =
the email=20
      that lists the opportunity that is of interest to you. This =
enables us to=20
      quickly evaluate and facilitate the best candidate/client matches. =

      <BR><BR>2. When you indicate that you are interested in being =
considered=20
      for any of our opportunities, we will send you a specific list of=20
      questions that we have developed with our client for that =
particular=20
      opportunity. In your answers to these questions, you can tell us =
why you=20
      are a good match and explain your experience that is relevant to =
each=20
      position. If you are a match for the position, then we will give =
you the=20
      name of our client and ask for your permission to present you. =
<BR><BR>3.=20
      When we present you to our client, we will give them your resume, =
your=20
      questionnaire, and your email address so they can contact you to =
set up an=20
      interview. I do not make any revisions to the questionnaire or =
resume that=20
      you provide to me. This process allows you to explain your skills =
and=20
      experience directly to our client. We have received GREAT feedback =
about=20
      this new process from our clients including the fact that they =
have been=20
      able to interview and hire more of our candidates in less time =
because of=20
      this new process!!! <BR><BR>4. Considering today's difficult =
market, I=20
      have had to spend the majority of my time developing new =
business=97and it=20
      has really paid off! Plus, I have to travel often. So at this =
point in=20
      time, the best way to reach me is through email at =
connor@xxxxxxxxxxxxxx=20
      <BR><BR>5. Feel free to forward this email to anyone, but please =
do NOT=20
      post it to it any job boards or websites. I am only accepting =
candidates=20
      if they can say who referred them to me. If you would like me to =
contact=20
      someone about an opportunity, then I can do that best through =
email. So,=20
      please send me their email address. <BR><BR>6. If you don't want =
to=20
      continue receiving emails about our new positions, just let me =
know and I=20
      will take you off our list. <BR><BR>7. I know that that this =
process may=20
      not feel as "personalized" as the service we have given in the =
past.=20
      However given today=92s market, our goal right now is to maximize =
the number=20
      of opportunities to present to you and to present the most =
qualified=20
      candidates for interviews to our clients. So, I hope you =
understand why we=20
      have developed and implemented this new process. However, if this =
process=20
      does not work for you, then I understand.</FONT></TD></TR>
  <TR>
    <TD class=3DblackLine colSpan=3D5><FONT size=3D2><IMG=20
      =
src=3D"https://ssl.salesforce.com/s.gif";></FONT></TD></TR></TBODY></TABLE=
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