Wednesday, November 11, 2009

545 vs. 300,000,000

Charley Reese, the author of this piece, has been a journalist for 49 years.

545 PEOPLE - By Charlie Reese

Politicians are the only people in the world who create problems and then campaign against them.

Have you ever   wondered why, if both the Democrats and the Republicans are against deficits, WHY do we have deficits?

Have you ever wondered why, if all the politicians are against inflation and high taxes, WHY do we have   inflation and high taxes?

You and I don't propose a federal budget.  The president does.

You and I don't have the   Constitutional authority to vote on appropriations. The House of   Representatives does.

You and I don't write the tax code, Congress does.

You and I don't set fiscal policy, Congress does.

You and I don't control monetary policy, the Federal Reserve Bank does.

One hundred senators, 435 congressmen,  one  president, and nine Supreme Court justices equates to 545  human  beings out of the 300 million are directly, legally,  morally,  and individually responsible for the domestic problems that  plague  this country.

I excluded the members of the Federal Reserve Board because that problem was created by the   Congress.  In 1913, Congress delegated its Constitutional duty to provide a sound currency to a federally chartered, but private, central bank.

I excluded all the special interests and lobbyists for a sound reason... They have no legal authority.   They have no ability to coerce a senator, a congressman, or a president to do one cotton-picking thing.  I don't care if they offer a politician $1 million dollars in cash.  The politician has the power to accept or reject it. No matter what the lobbyist promises, it is the legislator's responsibility to determine how he votes.

Those 545 human beings spend much of their energy   convincing you that what they did is not their fault.   They cooperate in this common con regardless of party.
What separates a politician from a normal human being is an excessive amount of gall.  No normal human being would have the gall of a   Speaker, who stood up and criticized the President for creating   deficits...  The president can only propose a budget.   He cannot force the Congress to accept it.

The Constitution, which is the supreme law of the land, gives sole responsibility to the House of Representatives for originating and approving appropriations and taxes.  Who is the speaker of the House?   Nancy Pelosi.  She is the leader of the majority party.  She and fellow House members, not the president, can approve any budget they want.  If the president vetoes it, they can pass it over his veto if they agree to.

It seems inconceivable to me that a nation of 300 million can not replace 545 people who stand convicted -- by present facts -- of incompetence and irresponsibility.  I can’t think of a single domestic problem that is not traceable directly to those 545 people.  When you fully grasp the plain truth that 545 people exercise the power of the federal government, then it must follow that what exists is what they want to   exist.

If the tax code is unfair, it's because they want it   unfair.

If the budget is in the red, it's because they want it in the red...

If the Army &Marines are in  IRAQ  ,  it's because they want them in IRAQ  

If they do  not  receive social security but are on an elite retirement plan not  available  to the people, it's because they want it that  way.

There are no insoluble government problems.

Do not let these 545 people shift the blame to bureaucrats, whom they hire and whose jobs they can abolish; to lobbyists, whose gifts and advice they can reject; to regulators, to whom they give the power to regulate and from whom they can take this power.  Above all, do not let them con you into the belief that there exists disembodied mystical forces like "the economy," "inflation," or "politics" that prevent them from doing what they take an oath to do.

Those 545 people and they alone, are responsible.

They and they alone, have the power.

They and they alone, should be held accountable by the people who are their bosses.

Provided the voters have the gumption to manage their own employees.

We should vote all of them out of office and clean up their mess!

Charlie Reese is a former columnist of the Orlando Sentinel Newspaper.

  

 

Tuesday, November 3, 2009

Insurance Consulting Partner - Virtual in US

My client is a leader in on/offshore management consulting for major global clients in a variety of verticals. We have been asked to find a consulting partner for their insurance vertical who will be a thought leader and key client-facing rainmaker for IT strategy and transformation for their key insurance clients.

Industry/Domain expertise as well as Thought leadership in Insurance is absolutely critical - Insurance domain leadership is an absolute requirement. They will ONLY consider candidates who come from Big4 or other major tier one consulting companies who possess extraordinary executive presence and come off as a true C-Level type - Impressive is the key. Someone with experience only from insurance companies and NOT from the consulting industry will not be a fit for this client.

BS is a MUST and advanced degrees are so desirable that it may as well be considered to be a must as well.

Compensation will be driven by experience and credentials. Base range is likely to be in the $275K to $350K+ range with upside.

Insurance Client Partner - Consulting - New York City Metro Area

My client is a leader in on/offshore management consulting for major global clients in a variety of verticals. We have been asked to find a Client Partner for one of their key insurance accounts - a $100M+ client. The Client Partner will be the focal point for managing this critical and very strategic account and all the relationship building, nurturing and footprint growth that comes with that kind of responsibility. The CP must be a thought leader and key client-facing rainmaker for IT strategy and transformation with this major client. Location must be in the New York City metro area – commuting distance to the City.

Industry/Domain expertise as well as Thought leadership in Insurance is absolutely critical as is experience managing huge account relationships in the $$75M+ range. Insurance domain leadership is an absolute requirement. They will ONLY consider candidates who come from Big4 or other major tier one consulting companies who possess extraordinary executive presence and come off as a true C-Level type - Impressive is the key. Face it, we’re looking for a whale here! Someone with experience only from insurance companies and NOT from the consulting industry will not be a fit for this client.

Experience managing a major account with P&L responsibility and leading ALL delivery and all sales will be essential.

BS is a MUST and advanced degrees are so desirable that it may as well be considered to be a must as well.

Compensation will be driven by experience and credentials. Base range is likely to be in the $250K to $325K+ range with upside.

 

Monday, November 2, 2009

Healthcare Account Manager - Consulting - Hartford, CT

My client is a leader in on/offshore management consulting for major global clients in a variety of verticals. We have been asked to find a very solid Account Manager for a key healthcare client in the Hartford area who will be a thought leader and key client-facing rainmaker for IT strategy and transformation.

Industry/Domain expertise as well as Thought leadership in healthcare is absolutely critical. They will ONLY consider candidates who come from Big4 or other major tier one consulting companies who possess solid executive presence. Someone with experience only from healthcare and NOT from the consulting industry will not be a fit for this client.

We MUST see the following:
Domain expertise in healthcare
Post-sales experience in nurturing and managing a key account
Account management experience with at least $10 - $20M++ in revenue is essential
Project or Program management experience is essential
P&L management experience is essential
Offshore services experience & skills in interacting with a remote delivery team
This is a $45M+ account so strong presence and skills are essential
BS is a MUST and advanced degrees are very desirable as well


Compensation will be driven by experience and credentials. Base range is likely to be in the $130K to $150K+ range with upside.

Banking/Finance Consulting Partner - Northeast

My client is a leader in on/offshore management consulting for major global clients in a variety of verticals. We have been asked to find a consulting partner for their banking/financial services vertical who will be a thought leader and key client-facing rainmaker for IT strategy and transformation for their key banking/financial services clients.


Industry/Domain expertise as well as Thought leadership in banking/financial services is absolutely critical - banking/financial services domain leadership is an absolute requirement. They will ONLY consider candidates who come from Big4 or other major tier one consulting companies who possess extraordinary executive presence and come off as a true C-Level type - Impressive is the key. Someone with experience only from banking/financial services companies and NOT from the consulting industry will not be a fit for this client.

 

BS is a MUST and advanced degrees are so desirable that it may as well be considered to be a must as well.

 

Compensation will be driven by experience and credentials. Base range is likely to be in the $275K to $350K+ range with upside.

 

Healthcare Account Manager - Consulting - Los Angeles, CA

My client is a leader in on/offshore management consulting for major global clients in a variety of verticals. We have been asked to find a very solid Account Manager for a key healthcare client in the Los Angeles area who will be a thought leader and key client-facing rainmaker for IT strategy and transformation.


Industry/Domain expertise as well as Thought leadership in healthcare is absolutely critical. They will ONLY consider candidates who come from Big4 or other major tier one consulting companies who possess solid executive presence. Someone with experience only from healthcare and NOT from the consulting industry will not be a fit for this client.

 

We MUST see the following:

> Domain expertise in healthcare

> Post-sales experience in nurturing and managing a key account

> Account management experience with at least $10 - $20M++ in revenue is essential

> Project or Program management experience is essential

> P&L management experience is essential

> Offshore services experience & skills in interacting with a remote delivery team

> This is a $20M+ account so strong presence and skills are essential

 

BS is a MUST and advanced degrees are very desirable as well.

 

Compensation will be driven by experience and credentials. Base range is likely to be in the $130K to $150K+ range with upside.

CFO - Regional Bank - Los Angeles area

One of my partners has asked me to assist in finding a CFO for a small regional bank in the Los Angeles area on the growth track – and, unlike many banks these days, these folks are financially sound. They’re looking for a “partner” type to work closely with the CEO.

Their focus has always been high net worth people and their board reflects that base and aids them in getting the attention of key clients. That board and the power brokers it attracts could well be the attention-getter for the right CFO candidate. If you like running with the top-tier people, this could be the place for you.

The ideal candidate must have recent CFO experience in a bank and be strong in strategy, including M&A. The bank out here is about $250 mil in assets, good financial shape and will likely be looking for acquisitions in 2010.

Key to this role is a strong background in private banking and a solid hands-on approach. While an active CPA accreditation is desirable it is not a requirement.  Strong M&A expertise would be very attractive given the likelihood of some M&A work on the horizon. They’re looking for a really strong player – someone to make them stretch because they’re in the enviable position of being ready to get bigger but need the juice to get it done. Looking for someone with a real “get it done” mentality who doesn’t mind rolling up their sleeves and pitching in.

Salary is in the $150K to $200K+ range with the possibility of other perks as well. There is no re-lo package yet, but they might consider it.

Friday, October 23, 2009

Toys, toys and more toys...

He who dies with the most toys is still dead.

Thursday, October 22, 2009

Toys in the attic... or basement

Some people are like Slinkies®. They’re not really good for anything, but they bring a smile to your face when pushed down the stairs.

 

Monday, October 19, 2009

Corporate Controller - Software AND CPA - San Diego

Our client is an established player in the enterprise software space with a very targeted market focus.

They are seeking a Corporate Controller who is - preferably - already in SoCal - San Diego, Orange County area and meets some key hard guidelines:

> CPA (MUST be Active and current)
> MUST come out of the software industry
> MUST have managed a staff over 20 (direct or indirect)
> Experience implementing a CRM or ERP system (highly desirable)
> MUST have had financial management oversight of a company or division over $200m
> BS/BA in Accounting/Finance or Business Admin, MBA (from good school) is very desirable
> LOCAL candidates definitely preferred but will offer relo assist for a stellar candidate

Comp structure target to $150K - $160K base plus 15% bonus plan and excellent benefits.

Friday, October 16, 2009

North Carolina - THE place to be in the Fall!

Life's a beach

Happiness is one thing that multiplies by division.

Friday, October 9, 2009

Director of Insurance Sales - Richmond, VA

Our client is one of the largest and financial services providers in the world with a global network of very strong brands with unique and strong product offerings in a broad range of insurance products. The division we’re focused on for this is one of the world’s largest providers of specialty insurance and assistance services providing coverage for things like travel, events and more.

They have asked us to find a Field Sales Director to be based in Richmond, VA and they will assist with relocation if needed.

Responsibilities will include:

  • Management of a team of Regional Sales Directors
  • Development and execution of sales plans to over-achieve revenue objectives
  • Utilization of  reporting tools to monitor effectiveness and spot/address low performance areas
  • Providing leadership to the entire Field Sales team to enhance Sales Associate development
  • Participation in large, strategic account negotiations as needed
  • Coordination with and support with Field Sales resources, the VP, and others on Key Accounts
  • Manage special projects as directed by the Vice President, Sales
  • Conduct and participate in planning and execution of regional and national sales meetings
  • Ensure processes and procedures for developing proposals, negotiating agreements and managing
  • Manage budgets for self and team
  • Represent our client at US at industry conferences and tradeshows
  • Travel within the US is required, up to 40%.


Qualifications for the role:

  • Bachelor’s degree required and not negotiable
  • At least 10 years experience managing a remote, virtual office sales force
  • Background in pharmaceutical, insurance and/or financial industries
  • Fast-paced office environment
  • Extra hours and some weekend work are required
  • Must show proven sales accomplishments


Compensation includes a base salary of $100K to $110+ with a substantial bonus that could bring total compensation to $130K to $140K+.

The bonus can go up substantially if goals are met and/or exceeded.

Wednesday, October 7, 2009

Somebody's having a really bad day!

video

Hysterical!!!!

ALM / PLM Regional Software Sales Engineer - Chicago, Detroit, Philly, Boston - anywhere in Midwest or Northeast

My client is a market leader in enterprise application lifecycle management software and their solution has thousands of users globally. Their unique software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a Software Sales Engineer to join their North American Sales & Service Team to be home-office based in Northern California.

They are looking for a results-oriented team performer with the motivation and skill to drive the technical presales process by assessing and understanding customer requirements, developing and articulating technical solutions, performing customer demonstrations and technical presentations, as well as managing technical evaluations of their solution. Travel to do customer site visits and joint sales calls would be a requirement for this role.

Basic requirements:

  • 5+ years of relevant technical presales or consulting experience in F1000 accounts
  • Strong understanding of application development and workflow processes – essential!
  • Ability to assess customer issues and map them to a solution and then be able to present it
  • Proficiency with UNIX and Windows NT operating systems
  • Programming and scripting skills preferred as well as solid full lifecycle knowledge
  • Experience with database administration and configuration: SQL, Oracle, MS SQL Server, UML, DB2
  • Strong presentation and communication skills to white board solutions, present demos and lead Proof of Concepts (PoC’s)
  • Assess current environments including integration and/or cross platform needs
  • Evaluate project scope to determine feasibility and resource requirements
  • Four-year degree is required
  • Experience with companies like IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Borland, Rational, Numara Software, Allchange Software, Symantec, Interwoven, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft, PTC, Siemens UGS, Dassault/Enovia MatrixOne, Cadence, Wind River, Mentor Graphics or similar firms would be of great interest
  • Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
  • Experience in software development is key - need to understand the problems/challenges associated with building and deploying software

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $100K+ with OTE of $110K to $120K+. Solid benefits included as well.

If this is of interest to you and matches your skill and experience set, we should talk. Please send your Word resume as an attached document for my prompt review and response. 

Seriously now...

Saturday, October 3, 2009

Timeless wisdom

A lot of fellows nowadays have a B.A., M.D., or Ph.D. Unfortunately, they don't have a J.O.B. -- Fats Domino

Monday, September 28, 2009

Make the most of what you've got

No matter what your lot in life, build something on it.

Friday, September 25, 2009

ALM / PLM Federal Software Sales Manager

My client in enterprise application lifecycle management software and their solution has thousands of Global 1000 users worldwide. Their innovative software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a high-impact sales professional with solid enterprise software sales success and a track record of blowing the doors off of quota and comp plans. To fill this job we’ll be looking for a senior sales professional who knows his/her way around the Fed (DoD, Civ, Intel, etc.) agencies; a person who is committed to customer success and someone who has a verifiable track record of meeting and exceeding quota.

Here’s what we need:
> 5+ years selling enterprise software solutions - software ONLY
> Track record of consistent quota attainment or, preferably, quota clobbering
> Current contacts and relationships with Senior IT decision makers within the territory
> Knowledge of Application Lifecycle Management (ALM) OR PLM tools is pretty much a must have
> Experience effectively communicating ROI to
CIO/CTO level decision makers
> Knowledgeable on regulatory and compliance issues such as Sarbanes-Oxley is a plus
> Consultative/Solution selling skills and experience is required
> Hunter mentality because this IS an individual contributor role so digging new ground is key
> Strong communication and presentation skills
> Four-year degree is required

Experience with companies like
IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Numara Software, Allchange Software, Symantec, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft, Siemens UGS, or PTC, Dassault/ENOVIA MatrixOne, Cadence, FormTek or similar ALM, PLM or ECM firms would be of great interest.

Keys:
> Pureplay Federal Software sales background
> Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
> Experience in software development marketplace (tools, background as a programmer, etc. )is key - need to understand the problems/challenges associated with building and deploying software
> Need to understand the full application development lifecycle - ALM or PLM experience is quite attractive
> Looking for someone who has had to hunt for license deals within a smaller software company without the name recognition of an
IBM/Oracle behind them
> My client offers an excellent corporate culture, a rewarding career opportunity, very attainable quotas and competitive - uncapped - earning potential
> MUST be based in the DC area - just about anywhere will do

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $90K to $100K+ and we’ll look at where you’ve been and what you’ve done to guide the discussions. Targeted earnings should be in the $200K - $300K+ range with absolutely NO
CAP on what a home-run hitter can accomplish.

If this is of interest to you and matches your skill and experience set, we should talk.

Wednesday, September 23, 2009

I love my vocation AND my avocation!

Blessed is he who has found his work; let him ask no other blessedness.

"Commit your work to the Lord, and your plans will be established."
--Proverbs 16:3 RSV

Sad News

An Obituary


Please join me in remembering a great icon of the entertainment community. The Pillsbury Doughboy died yesterday of a yeast infection and trauma complications from repeated pokes in the belly. He was 71.

Doughboy was buried in a lightly greased coffin. Dozens of celebrities turned out to pay their respects, including Mrs. Butterworth, Hungry Jack, the California Raisins, Betty Crocker, the Hostess Twinkies, and Captain Crunch. The grave site was piled high with flours.

Aunt Jemima delivered the eulogy and lovingly described Doughboy as a man who never knew how much he was kneaded. Doughboy rose quickly in show business, but his later life was filled with turnovers. He was considered a very smart cookie, but wasted much of his dough on half-baked schemes. Despite being a little flaky at times, he still was a crusty old man and was considered a positive roll model for millions.

Doughboy is survived by his wife Play Dough, three children: John Dough, Jane Dough and Dosey Dough, plus they had one in the oven. He is also survived by his elderly father, Pop Tart.

The funeral was held at 3:50 for about 20 minutes.

If this made you smile for even a brief second, please rise to the occasion and take time to pass it on and share that smile with someone else who may be having a crumby day and kneads a lift.

Tuesday, September 22, 2009

PLM Product Manager - ANYWHERE - USA, Canada or Europe

My client is a leader in enterprise application lifecycle management software and their solution has thousands of Global 1000 users worldwide. Their customers have pulled them from just the traditional IT marketplace for ALM into the embedded space as well and it’s getting excellent traction. As a result, they have asked me to find high-impact Product Manager with solid PLM software full lifecycle development success in the PLM space. Experience with Siemens UGS, or PTC, ENOVIA MatrixOne or other PLM software leaders is of great interest to my client.

If someone wants to play a key role in solving real world problems surrounding embedded technology product development their solid understanding of the challenges of this market, technical background and innovative ideas will set the foundation for solution development, product direction and customer success that will fuel my client’s continued growth.

The Product Manager will contribute to the strategy, product plan and development efforts that will help guide and define the future of their solutions through both customer and market requirements with a heavy emphasis on the automotive, aerospace, medical and consumer device verticals as it pertains to the unique capabilities for managing the development lifecycle of embedded technology products. We’re looking for an SME on the discipline, the competition and the surrounding technologies who will also be seen as a thought leader in the industry as a whole in terms of market and technology meeting the needs of that market.

In terms of experience, the person we’re after will have been entrenched within a product, engineering or embedded systems environment and have a solid understanding of what it takes to manage these products from cradle to grave in terms of process, best practices, tools and the challenges throughout the product lifecycle.

Because my client is a relatively small company with a great culture, the Product Manager will have a broader brush of responsibilities than might be found inside the typical software behemoth.

Here are some examples:

  • Enable the sales team to position, articulate and sell the vision for their product in the embedded space
  • Become the visionary behind their embedded technology product initiative
  • Drive development of the solution by identifying customer needs, non-customer needs, market trends, and CI
  • Create detailed PRD’s and assist in feature-level functional specs
  • Take the point on communicating overall product strategy to other business units
  • Assist in the creation of product launch plans, including:
    • external and internal training activities
    • partner briefings
    • press and analyst sessions
  • Work with sales and marketing to prepare and manage creation of sales collateral and demo scenarios
  • Educate the worldwide field organization on the benefits of their embedded product development solution
  • Evangelize the product internally and externally via:
    • white papers
    • evangelizing missions
    • trade shows
    • and customer presentations

Skills and attributes needed to do this job:

  • 7-10 years in Product Management in the embedded technology sector
  • Excellent communication skills (oral and written; marketing and technical) in re: MRD’s, PRD’s and collateral
  • Solid planning and organizational skills and attention to detail
  • Ability to work independently and across departmental boundaries
  • Ability to articulate our key technical differentiators in business terms to customers senior management
  • Familiarity with or certification in Pragmatic Marketing Framework would be an asset
  • University Degree is required, advanced degree is a plus
  • Able to travel 25 – 50% as needed


Location is pretty well wide open. While my client would be thrilled to have someone in Eastern Canada for this role neither that nor even the US is a hard and fast constraint. We’re looking for the best talent and really don’t care where that talent sits - Canada, USA or Europe. If someone wanted to relo to Canada, that too, is on the table.

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $100K to $115K+ with a bonus that puts the OTE at $105K to $125K+ and we’ll look at where a person’s been and what th
ey’ve done to guide the discussions.

Do you work in sales? Thank you. - Yahoo! News

San Francisco – Had enough of the recession? Next time somebody pitches you something – whether or not you open your wallet – at least say thanks.

Because economic growth is a story we tell one another. Transactions are its dialogue. And the authors of both are the master storytellers: salespeople.

Before you tune out, consider this: Nothing happens until somebody sells someone something. And no matter what the rest of us do all day, our paychecks and prosperity rely on the efforts of salespeople.

At some level, of course, everyone sells. Authors and academics (if they hope to have impact), the yard guy across the street, the young woman shilling for Greenpeace in front of Target, even President Obama. None of us succeeds without applying the art of influence, in the best sense.

But front-line, all-day salespeople are the connective tissue between what we have and what we need. Their work demands a rare mix of audacity and humility, hope and realism. They take rejection and abuse that would crush the spirits of most. Yet they bounce back with the resilience of Tigger and the patience of Job.

Especially in harder times, selling compels tremendous creativity and a humble heroism. This isn't to say all salespeople are heroes. Some get a bit too creative, while a (very) few are desperately dishonest. But that's not sales. It's fraud.

While political campaigns come and go, salespeople practice the politics of hope every day. They live by faith – faith that someone, somewhere needs what they have.

Critics accuse politicians of being salespeople. If only that were true: Good salespeople can actually explain what they're trying to sell.

Everyone else in an organization can grumble and grouse, play office politics, soak in a bath of righteous cynicism. Salespeople don't have time for that. They only get paid when somebody outside the cubicle cocoon is moved to act and demonstrate one of the truest measures of trust – parting with their money.

The good ones, along with intellect, have impressive integrity. They focus on your interests, not theirs, because they know that if they're clear about yours, their own will follow.

Rather than spray you with words, they ask you questions, and listen carefully to what you're really saying. They bring your authentic interests into sharper focus.

They really don't want to waste your time, because they make a living on theirs.

Not buying? Try just saying "No thanks – but keep honing that pitch." Better yet, offer a pointer to raise the level of their game. And if something about their approach annoys you, coach the manager who set both of you up for frustration. That's a public service.

If the world is divided between builders and complainers, there's no doubt that salespeople build – confidence, companies, and gross domestic product. They make the potential, actual. They move minds. Build trust. And motivate the transactions that keep us all fed.

Don't be too hard on them, especially now.

Mark Lange is a consultant and former presidential speechwriter.

Monday, September 21, 2009

Swine Flu Alert!


If you get an email from the Department of Health telling you not to eat canned pork because of swine flu - ignore it.

It's just SPAM!






Wednesday, September 16, 2009

ALM/PLM Regional Software Sales Manager - Northern or Southern California

My client in enterprise application lifecycle management software and their solution has thousands of Global 1000 users worldwide. Their innovative software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a high-impact sales professional with solid enterprise software sales success and a track record of blowing the doors off of quota and comp plans. To fill this job we’ll be looking for a senior sales professional who knows his/her way around the F1000 customers; a person who is committed to customer success and someone who has a verifiable track record of meeting and exceeding quota.

The RSM will have a list of target accounts (20-50), not a geographic territory. All Target accounts will either be “IT end-user enterprises” (Insurance, Banking, Retail, etc.) over $1B in revenue Or “Engineering Companies” (software is a component of their product, i.e. embedded system, ISV, etc.) with over $100m in revenue.

Here’s what we need:
> 5+ years selling enterprise software solutions - software ONLY
> Track record of consistent quota attainment or, preferably, quota clobbering
> Current contacts and relationships with Senior IT decision makers within the territory
> Knowledge of Application Lifecycle Management (ALM) OR PLM tools is pretty much a must have
> Experience effectively communicating ROI to CIO/CTO level decision makers
> Knowledgeable on regulatory and compliance issues such as Sarbanes-Oxley is a plus
> Consultative/Solution selling skills and experience is required
> Hunter mentality because this IS an individual contributor role so digging new ground is key
> Strong communication and presentation skills
> Four-year degree is required

Experience with companies like IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Numara Software, Allchange Software, Symantec, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft or similar firms would be of great interest.

Experience with Siemens UGS, or PTC, or ENOVIA MatrixOne would also be ideal and of keen interest to my client.

Keys:
> Software sales background
> Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
> Experience in software development marketplace (tools, background as a programmer, etc. )is key - need to understand the problems/challenges associated with building and deploying software
> Need to understand the full application development lifecycle - ALM or PLM experience is quite attractive
> Looking for someone who has had to hunt for license deals within a smaller software company without the name recognition of an IBM/Oracle behind them
> My client offers an excellent corporate culture, a rewarding career opportunity, very attainable quotas and competitive - uncapped - earning potential
> MUST be based in the NoCal area - just about anywhere will do

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $90K to $100K+ and we’ll look at where you’ve been and what you’ve done to guide the discussions. Targeted earnings should be in the $200K - $300K+ range with absolutely NO CAP on what a home-run hitter can accomplish.

Friday, September 4, 2009

Great Definitions - Friday groaner like

These fit so well they should be in the dictionary.
  
ADULT: A person who has stopped growing at both ends and is now growing in the middle.
BEAUTY PARLOR: A place where women curl up and dye.
CANNIBAL: Someone who is fed up with people.
CHICKENS: The only animals you eat before they are born and after they are dead.
COMMITTEE: A body that keeps minutes and wastes hours.
DUST: Mud with the juice squeezed out.
EGOTIST: Someone who is usually me-deep in conversation.
HANDKERCHIEF: Cold Storage.
INFLATION: Cutting money in half without damaging the paper.
MOSQUITO: An insect that makes you like flies better.
RAISIN: Grape with sunburn.
SECRET: Something you tell to one person at a time.
SKELETON: A bunch of bones with the person scraped off.
TOOTHACHE: The pain that drives you to extraction.
TOMORROW: One of the greatest labor saving devices of today.
YAWN: An honest opinion openly expressed.

WRINKLES: Something other people have, similar to my character lines.

Thursday, September 3, 2009

ALM Regional Software Sales Manager - Southern California

My client is a market leader in enterprise application lifecycle management software and their solution has thousands of users globally. Their unique software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a high-impact sales professional with solid enterprise software sales success and a track record of blowing the doors off of quota and comp plans. To fill this job we’ll be looking for a senior sales professional who knows his/her way around the F1000 customers; a person who is committed to customer success and someone who has a verifiable track record of meeting and exceeding quota.

The RSM will have a list of target accounts (20-50), not a geographic territory. All Target accounts will either be “IT end-user enterprises” (Insurance, Banking, Retail, etc.) over $1B in revenue Or “Engineering Companies” (software is a component of their product, i.e. embedded system, ISV, etc.) with over $100m in revenue.

Here’s what we need: 

  • 5+ years selling enterprise software solutions
  • Track record of consistent quota attainment or, preferably, quota clobbering
  • Current contacts and relationships with Senior IT decision makers within the territory
  • Knowledge of Application Lifecycle Management (ALM)  tools is a substantial asset
  • Experience effectively communicating ROI to CIO/CTO level decision makers
  • Knowledgeable on regulatory and compliance issues such as Sarbanes-Oxley is a plus
  • Consultative/Solution selling skills and experience is required
  • Hunter mentality because this IS an individual contributor role so digging new ground is key
  • Strong communication and presentation skills
  • Four-year degree is required
  • Experience with companies like IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Numara Software, Allchange Software, Symantec, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft or similar firms would be of great interest.
  • Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
  • Experience in software development is key - need to understand the problems/challenges associated with building and deploying software
  • Looking for someone who has had to hunt for license deals within a smaller software company without the name recognition of an IBM/AT&T behind them


My client offers an excellent corporate culture, a rewarding career opportunity, very attainable quotas and competitive - uncapped - earning potential.

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $90K to $100K+ and we’ll look at where you’ve been and what you’ve done to guide the discussions. Targeted earnings should be in the $200K - $300K+ range with absolutely NO CAP on what a home-run hitter can accomplish. 

If this is of interest to you and matches your skill and experience set, we should talk. Please send your Word resume as an attached document for my prompt review and response.
 

Online MarCom Manager - San Jose or, possibly, virtual

My client – a major player in the technology arena – has asked our team to find an experienced Online MarCom Manager for a very long-term contract role in the San Jose area. This is a unique and exciting role within a high-profile team that has already won awards for design and content of their online community. But it continues to grow and this growth has lead to openings due to new positions being created as well as promotions within the group. If you – or someone you know – would be interested in discussing this further we’d be glad to go into much more detail about this $100K+ position. The culture here is awesome, solid benefits and the Online MarCom Manager would probably only need to be in the San Jose office about once a week and it might even be possible to be fully virtual.

From our discussions with our client, this role looks to be exciting as well as challenging. Some of the defined parts of the role – so far (LOL) – include:

  • Marketing campaigns
  • Sales Training/Channels Activities
  • Internal Communications
  • Metrics
  • Events/Site Visits
  • Customer Collateral and Web Management
  • Background required:
    BA/BS in marketing or other relevant focus 
  • Strong marketing background – experienced with multiple, broad-based marketing initiatives
  • Experience building marketing strategies and campaigns using new media including blogs, wikis, mobile apps and Social networking sites 
  • Strong knowledge and experience with Web 2.0 technologies Cross-functional experience w/channels/partners/marketing MarCom and Marketing plans
  • Able to lead project management of multiple programs simultaneously
  • Creates messages to enhance client’s position in the market/channel segments & get them out
  • Proven, strong MarCom writing skills - newsletter, articles, web copy and more
  • Able to work independently, collaboratively and as team lead to complete projects
  • Strong written, oral and presentation
  • Excellent teamwork and interpersonal skills
  • Strong project management, negotiation and decision-making ability
  • Ability to build relationships with peers, executives, partners and customers


If this sounds like it might fit someone you know – please ask them to get a resume to me as they are anxious to get this filled right away.

 

ALM Regional Software Sales Engineer - Southern California

My client is a market leader in enterprise application lifecycle management software and their solution has thousands of users globally. Their unique software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a Software Sales Engineer to join their North American Sales & Service Team to be home-office based in the Southern California area anywhere from Los Angeles to Orange County, San Diego or possibly in the Valley. They are looking for a results-oriented team performer with the motivation and skill to drive the technical presales process by assessing and understanding customer requirements, developing and articulating technical solutions, performing customer demonstrations and technical presentations, as well as managing technical evaluations of their solution. Travel to do customer site visits and joint sales calls would be a requirement for this role.

Basic requirements:

  • 5+ years of relevant technical presales or consulting experience in F1000 accounts
  • Strong understanding of application development and workflow processes – essential!
  • Ability to assess customer issues and map them to a solution and then be able to present it
  • Proficiency with UNIX and Windows NT operating systems
  • Programming and scripting skills preferred as well as solid full lifecycle knowledge
  • Experience with database administration and configuration: SQL, Oracle, MS SQL Server,
  • UML, DB2
  • Strong presentation and communication skills to white board solutions, present demos and lead Proof of Concepts (PoC’s)
  • Assess current environments including integration and/or cross platform needs
  • Evaluate project scope to determine feasibility and resource requirements
  • Four-year degree is required
  • Experience with companies like IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Numara Software, Allchange Software, Symantec, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft or similar firms would be of great interest
  • Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
  • Experience in software development is key - need to understand the problems/challenges associated with building and deploying software
     

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $80K to $90K+ with OTE of $100K to $120K+. Solid benefits included as well.

If this is of interest to you and matches your skill and experience set, we should talk. Please send your Word resume as an attached document for my prompt review and response. 

Thank you and have a great day.

ALM Regional Software Sales Engineer

My client is a market leader in enterprise application lifecycle management software and their solution has thousands of users globally. Their unique software solution can help CIO’s become more innovative, rebalance control IT spending and enhance their IT compliance. They are an established company with a solid history in the industry.

They have asked me to find a Software Sales Engineer to join their North American Sales & Service Team to be home-office based in the Southern California area anywhere from Los Angeles to Orange County, San Diego or possibly in the Valley. They are looking for a results-oriented team performer with the motivation and skill to drive the technical presales process by assessing and understanding customer requirements, developing and articulating technical solutions, performing customer demonstrations and technical presentations, as well as managing technical evaluations of their solution. Travel to do customer site visits and joint sales calls would be a requirement for this role.

Basic requirements:

  • 5+ years of relevant technical presales or consulting experience in F1000 accounts
  • Strong understanding of application development and workflow processes – essential!
  • Ability to assess customer issues and map them to a solution and then be able to present it
  • Proficiency with UNIX and Windows NT operating systems
  • Programming and scripting skills preferred as well as solid full lifecycle knowledge
  • Experience with database administration and configuration: SQL, Oracle, MS SQL Server,
  • UML, DB2
  • Strong presentation and communication skills to white board solutions, present demos and lead Proof of Concepts (PoC’s)
  • Assess current environments including integration and/or cross platform needs
  • Evaluate project scope to determine feasibility and resource requirements
  • Four-year degree is required
  • Experience with companies like IBM (Rational), BEA Systems (SOA product group), SOA Software, Compuware, Computer Associates, Perforce, Seapine Software, Numara Software, Allchange Software, Symantec, Capterra, NetIQ, BMC, ProPhix, Aldon, Quest, Mercury Interactive, Vision, Agile, Empirium, Astea, Software AG, Telogic, Serena, Microsoft or similar firms would be of great interest
  • Experience with configuration management, requirements management, test management - any aspect of application lifecycle management - is essential
  • Experience in software development is key - need to understand the problems/challenges associated with building and deploying software
     

The salary is open to discussion since we’re looking for the best athletes but assume a competitive structure that could be from $80K to $90K+ with OTE of $100K to $120K+. Solid benefits included as well.

If this is of interest to you and matches your skill and experience set, we should talk. Please send your Word resume as an attached document for my prompt review and response. 

Thank you and have a great day.

About Me

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Greg Bennett
I'm not over the hill yet... but I can see the top. As I get older I'm either getting wiser or more irritable... not sure which. But I do love the good old USA and I'm frightented and very concerned about what is happening to this great country. We need a new Boston Tea Party! It's time for people who believe in America to be heard and to stop the erosion of what this great country stands for... and that's the goal of this blog... to get you to think about what America is, what she has been and what she can be.
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