Global Expansion Partner – Infrastructure Cyber Security Vendor
Our client is a market leading Infrastructure Security vendor leading the secure hyper converged data centre industry globally. Having placed the International SVP earlier in his career and supported him previously in building out teams, he was familiar with our capability and was happy to work with us again.
We were initially tasked with helping them find a Regional Sales Director for their UK team. They had been working with some other agencies for some time who just weren’t finding the right kind of profile for them, so it was now business-critical that they found someone fast in order to stay on track with their annual revenue targets.
Aside from the standard requirements, the client placed a lot of emphasis on the profile and character traits of the individual. Perhaps more so than the company background and relevant technology sales experience. The right balance was key.
We conducted a market map of their competitors globally to get a feel for the size of the market and used this target company list as a starting point. We built a UK-based long-list of candidates assessed on their ‘on-paper’ suitability, but also considered candidates that were one degree either side of the ideal profile. This was achieved via numerous online tools, however, in order to finalise a shortlist fast, we quickly moved to verbal qualification and scrutiny followed by a thorough reference checking process to validate our discussions.
After a 2 week period of searching, networking and interviewing candidates, we submitted 3 candidates that met the criteria. All 3 were interviewed, 2 chosen to progress to 2nd stage, and 1 was subsequently hired.
We have since assisted our client with a further 7 hires across the UK, Europe and Asia, covering sales, marketing, and management. We have helped them to build out new territories, continuing to support their global expansion plans by acting as their sole recruitment business partner outside the USA.