[jsfg_cinti] Fw: Referral -- VP Channel Sales. SF-NY. (100-120 base) Software

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----- Original Message -----=20
From: Carolyne Connor=20
To: Connor@xxxxxxxxxxxxxxxxxx=20
Sent: Friday, December 12, 2003 7:59 PM
Subject: Referral -- VP Channel Sales. SF-NY. (100-120 base) Software



Currently, we are recruiting for a VP of Channel Sales. The CEO would =
prefer someone living in the San Francisco Bay area or New York City =
area. Working remotely is not an option. Base is expected to be =
$100-120k and total comp in first year is expected to be $250-350k. Must =
have 5+ years experience selling software tools and packaged solutions =
into the following channels: development communities, large resellers =
and system integrators. OR must have 5+ years experience selling =
customer service software solutions to any company doing business on =
line or to resellers servicing that market. Must have someone who has =
already closed channel deals into the following companies or their =
competitors: Cap Gemini, CSC (Computer Sciences Corp.), Computer =
Associates, Deloitte, Accenture, Barringpoint/KMPG, IBM global services, =
Lotus Global Development Community. Or someone who has closed large =
customer service software sales into companies like Amazon.com, =
Walmart.com, Homedepot.com, Orbitz, Travelocity, Schwab, Fidelity, etc. =
Prefer someone to start in the position as soon as possible. Listed =
below my signature is the complete job description.=20

***** When you respond to this opportunity, please be sure that the =
subject line of your email states: "VP Channel Sales. SF-NY. (100-120 =
base) Software" so that it can be processed correctly*****=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. ONLY CANDIDATES THAT ANSWER THE ATTACHED =
INTERVIEW QUESTIONS WILL BE CONSIDERED. 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.=20

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

***** When you respond to this opportunity, please be sure that the =
subject line of your email states: "VP Channel Sales. SF-NY. (100-120 =
base) Software" so that it can be processed correctly*****=20

POSITION: VP of Channel Sales. Initially, this position will require =
someone to be a manager and an individual contributor. Need someone who =
can personally own some big accounts, bring in new accounts and =
build/manage the sales team. You will be expected to carry an individual =
quota while managing and building the sales team. Quota in the first =
year will be $2-3M.=20

COMPANY: The company sells software tools and packaged solutions through =
reseller tools. There are 4 people on the sales team right now and 26 =
people in the company. Revenues have doubled each year and are expected =
to double each year for the next couple of years.=20

LOCATION: CEO would prefer someone living in SF or NY. Working remotely =
is not an option. CEO will consider someone who would relocate, but only =
if the person covered his/her own relocation expenses.=20

COMPENSATION: Base is expected to be $100-120k and total comp in first =
year is expected to be $250-350k.=20

MANAGEMENT STYLE OF CEO: Position reports directly to CEO. He is very =
hands-off after his direct reports have proven themselves to him. If =
they can't prove they can run things independently, then they will not =
remain on his team. During this "proof" period, he will be hands-on. He =
is a perfectionist when it comes to how people represent the company. =
However, he considers himself to be very causal and supportive of =
individual work styles.=20


POSITION REQUIREMENTS:=20

=B7 CEO must absolutely have someone who is VERY motivated and HUNGRY. =
Someone who is going to motivate the team. Someone who has absolutely no =
problem going after business. Someone that does not need to be told what =
to do. Someone who can put together a client target list and then go =
after the clients and close the deals. Very aggressive, seasoned, =
independent self-starters are an absolute MUST. Need real HUNTERS who =
can uncover and close new deals.=20

=B7 Must have 5+ years experience selling software tools and packaged =
solutions into the following channels: development communities, large =
resellers and system integrators. OR must have 5+ years experience =
selling customer service software solutions to any company doing =
business on line or to resellers servicing that market.=20

=B7 Must have someone who has already closed channel deals into the =
following companies or their competitors: Cap Gemini, CSC (Computer =
Sciences Corp.), Computer Associates, Deloitte, Accenture, =
Barringpoint/KMPG, IBM global services, Lotus Global Development =
Community. Or someone who has closed large customer service software =
sales into companies like Amazon.com, Walmart.com, Homedepot.com, =
Orbitz, Travelocity, Schwab, Fidelity, etc.=20

=B7 Must be able to list all the companies that you have closed deals =
with during the last 5+ years.=20

=B7 Must be able to list/outline 5 deals that you have helped close and =
develop with one of the companies you listed above within the last five =
years.=20

=B7 Must be able to list/outline which departments and at what levels =
you have sold to previously. (e.g. IT, Engineering, Operations, Human =
Resources, Finance, Marketing, VP, Product Managers, Directors VP, =
C-level, etc.)=20

=B7 Must have a record of quota over-achievement.=20

=B7 Must have previously helped a company grow from nominal revenues to =
phenomenal revenues while carrying an individual quota and =
managing/building the sales team.=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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