[jsfg_cinti] Fw: Referral--VP Strategic Alliances - LA (125k base)

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----- Original Message -----=20
From: Carolyne Connor=20
To: Connor@xxxxxxxxxxxxxxxxxx=20
Sent: Tuesday, December 02, 2003 6:38 PM
Subject: Referral--VP Strategic Alliances - LA (125k base)



Currently, we are recruiting for a VP of Strategic Alliances for a =
company headquartered in Los Angeles. The CEO would prefer someone who =
is already living in the area, but he will relocate the right candidate. =
He may also consider someone who would work remotely. The company needs =
someone to work with the Strategic Alliance team while a partnership =
contract is being developed to help close and then manage the execution =
of the contract.=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. 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



POSITION: VP of Strategic Alliances. The company needs someone to work =
with the Strategic Alliance team while a partnership contract is being =
developed to help close and then manage the execution of the contract. =
Need someone who understands the whole process. Can bring everyone =
together to close the account; organize the account managers, sales =
engineering, product marketing team, do sales training, getting everyone =
up to speed on products, price and selling process, and customizing our =
tools to work with the new partner. Someone who can build out the =
channels sales team: Hire/fire, motivate, develop, hold people =
accountable, set up processes, etc. Prefer someone to start in the =
position as soon as possible.=20

COMPANY: The company offers Virtual Private Network (VPN) connections =
and Internet access. Pre-IPO start-up company with approximately 50 =
employees. Target market includes mid-size companies with 500-1000 =
employees, retailers, multi-site small businesses, builders & engineers, =
health care/medical and professional services companies.=20

LOCATION: The company is headquartered in LA. CEO prefers someone =
already living in the area, but will relocate the right candidate. He =
may also consider someone who would work remotely.=20

COMPENSATION: Annual base salary will be around $125k. Should be able to =
at least double or triple that with bonuses and commissions.=20

MANAGEMENT STYLE OF CEO: This position reports to the CEO. His =
philosophy is to get the right people on the bus to do the job right. He =
prefers to focus on vision and strategy. Tends to not micromanage. =
Expects his reports to lead their own teams. He needs to bring on the =
right individuals with the desire to roll up their sleeves and build the =
business. Results oriented. Agree on basic fundamental philosophy and =
objectives for company and each quarter, but CEO doesn't focus on =
execution other than to focus on getting the results expected. Prefers =
to give/receive feedback on an ongoing basis. Will do more formal =
reviews on a regular basis. This is definitely a position where the =
senior team works closely together in the same location. Need someone =
who is comfy in small environment.=20



POSITION REQUIREMENTS:=20

=B7 Must have recent experience as the VP &/or Director of Strategic =
Alliances/ Channel Sales for a VPN, managed services and/or managed =
security services company.=20
=B7 Must have developed strategic alliances with large and mid level =
system integrators (like IBM and Accenture), integrated communication =
providers (like data and telcom resellers) , and/or telecom companies =
(facilities-based carriers) during the last 5+ years.=20
=B7 Must be able to list/outline 5 channel deals that you have helped =
close and develop with one of the companies you listed above within the =
last five years.=20
=B7 MUST have someone who has built a Top Grade Sales Organization from =
the ground up. 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
=B7 Must have someone who has built a Top Grade Sales Organization: =
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.



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