The Opportunity: We are conducting an executive search for the President and/or Senior Vice President of Sales and Marketing of a NY/NJ based, CRM Solutions Company. (Title depends upon experience.) Position will be second in command to the founder/CEO. Company has a proven technology, product and over 1500 customers. Company has already established significant partnerships with major Fortune 500 companies such as: Konica Minolta, Ricoh, Steelcase, etc. Revenues are over $5M with about 35 employees. Company grew 30% last year and is already profitable. Company is on target to grow over 30% this year too. Need someone that can come in and scale the organization. Company has only closed one major round of VC financing to date, so this is an incredible opportunity to get in early. CEO is willing to put together the right package for the right candidate (including a sizeable equity stake of 2-5% DOE.) Need a charismatic leader to build the sales and marketing organization. Need someone that can be hands-on to create and execute the strategic plan. |
Please do NOT answer with “SEE RESUME” because it will make it very difficult to get you an interview. Client will read your answers and resume before making a decision to interview. Please make sure to put your answers in the blank boxes on the right hand side of the questionnaire. Please do not make any changes to the format or questions. Thanks!
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Your Name? |
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Your Phone Numbers? |
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Your Email address? |
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Today’s Date?
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BASIC QUESTIONS:
The President/SVP position can be located either in NYC or Northern NJ. Prefer someone already living in the area, but will relocate the right candidate. Where do you currently live?
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If you do not already live within commuting distance to the NY/NJ area, then are you flexible to relocate? (If no, then please do not complete this form. If yes, then please explain.)
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Prefer someone to start in the position this year. When would you be available to start?
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Are you currently employed?
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Why did you leave or why are you considering leaving your most recent position?
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The compensation package (base salary, bonus, stock options, and benefits) is competitive with similar NYC companies and is structured with an emphasis on incentives for outstanding performance. The CEO is willing to put together the right package for the right candidate. This is a key hire. What are you looking for in terms of compensation? (Please break it down between base, bonus, and equity. I want to know your minimum and your ideal. What is important to you? Is it equity? Total cash comp? A high base? If you are flexible, then just say that you are flexible. But, I need to know some type of a range or at least know what ballpark we are in. Thanks! Also, Client would really like to know your comp history—W2s over the last couple of years.)
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You will be the #2 person at this company. You will be the right hand of the CEO/founder. He wants a true charismatic leader to build and scale sales and marketing. He wants someone that he can learn from. You will have full authority and responsibility for revenues. Must have P&L experience. Need someone that is very strategic and hungry. Someone with experience leading at least 40-50 people. Someone who will make sure the reps hit their numbers. Someone who leaves the ego at the door. Need someone that knows how to work smart. Need someone experienced at creating AND executing a strategic sales plan. Does this describe you? Why? Are you interested in a management position, an individual contributor position or both? Why? Can you do the work as well as manage others doing it? Please provide one or two examples of situations where you have done both.
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You will be fully in charge of your numbers, growth and hiring plan. You will only have a team of 15 people reporting to you initially. You will need to evaluate the current team and build it out. Prefer someone that can bring some people on board that you have worked with previously. MUST have someone who can build a top grade sales and marketing team from the ground up. Company really needs someone to run marketing communications. Someone who can ensure that the 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. Also establish sales processes, tracking and visibility. Do you meet this requirement? (If yes, then please explain. Make sure to give a specific example of a team you built or rebuilt. If you already know of some regional sales managers, account executives, and/or inside sales reps that you could bring on board quickly, then make sure to mention it. This will really help you to get an interview with the CEO. How many years of experience do you have as a senior manager? What is the largest v. smallest team that you have led? Please include number of direct v. indirect reports that you have experience managing. How big was the team when you started v. when you left?
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POSITION REQUIREMENTS:
Must have held a position within the last 12 months as a President or SVP/VP with P&L responsibility for sales and marketing at a company targeting the SMB market that falls into one of the following categories: 1) enterprise software 2) enterprise solutions 3) marketing services 4) CRM solutions or 5) enterprise software firms who have moved to a subscription and/or on demand model. Do you meet this requirement? If no, then please do not complete this form. If yes, then please answer the following questions:
Are you currently or have you been within the last twelve months a President or SVP/VP with P&L responsibility for sales and marketing at a company targeting the SMB market that falls into one of the categories listed above? If no, then please do not complete this form. If yes, then please continue to answer the questions listed below.
What were your employment dates for position? (month/year started v. month/year left position or current date if still employed)
Please state your employer’s name and url.
Which of the categories did that employer fall into?
Briefly describe what your company sold.
Briefly describe your company’s target market.
What was your title?
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PLEASE TYPE YOUR ANSWER TO EACH QUESTION NEXT TO THE CORRESPONDING NUMBER. THANK YOU.
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What is your sales and/or marketing experience for the following categories: 1) enterprise software 2) enterprise solutions 3) marketing services 4) CRM solutions or 5) enterprise software firms who have moved to a subscription and/or on demand model? (Please outline your experience for each category next to the corresponding number. E.g. 3)marketing services: I have 6 years of experience selling marketing services to SMB when I worked at…., etc. If you do not have experience in that category, then just type “N/A.”
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1)enterprise software:
2)enterprise solutions:
3)marketing services:
4)CRM solutions:
5)SaaS:
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You must have previously taken a company with less than $10M in revenues and helped build it into a company with revenues over $20M within a relatively short period of time while in a leadership role. Do you meet this requirement? (If no, then please do not complete this form. If yes, then please explain. Make sure to give at least one specific example. Make sure to explain your specific role in helping to build the company. Be as specific as possible (e.g. approximate revenues when you started v. when you left; profit margin when you started v. when you left, market share when you started v. when you left, number of employees when you started v. when you left, etc..) Also, make sure to explain your exit from the company.
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Have you previously worked for at least one Venture Capital backed company? (If yes, then please explain. Make sure to drop some names of VCs here--if possible. CEO is especially interested to know the names of the VC firms that have invested in your previous employers.)
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Must have a record of quota over-achievement. Do you meet this requirement? If yes, then please outline your sales track record over the last 5+ years. Be clear about your sales achievements; need to know numbers--not just percentages; want to know what you personally did versus what your team/ company did as a whole. E.g. in 2006 at ABC Company—I led a team of 10 that sold $X, achieving x% of quota; in 2005 at same company, led a team of 5 that sold $X, achieving x% of quota, etc.) This is an ABSOLUTE requirement so please give specific and detailed information that can be easily referenced on your resume.)
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You must have selling to the SMB market. (Their main focus is selling to companies with less than 100 employees.) Do you meet this requirement? If yes, then please explain. How many years of marketing experience do you have in total targeting the SMB market? What products and/or services have you marketed to SMB? How many years of sales experience do you have in total selling to the SMB market? What products and/or services have you sold to SMB?
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Must be able to personally deliver outstanding presentations at key meetings and business conferences. Must have experience developing brand collateral materials, speeches, PowerPoint presentations and all other support materials, online and offline, geared toward the needs of specific opportunities and audiences. Must be eager and able to build crisp, compelling presentations for a variety of audiences. Do you meet these requirements? If yes, then please explain.
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The challenge confronting the new President/SVP is clear. Plenty of high-tech companies are “all sizzle and no steak.” This Company, by contrast, is “all steak and no sizzle.” Your role, simply put, will be to generate sizzle that’s as enticing as the Company’s steak. This means executing marketing communications programs that will help boost lead generation, grow the sales pipeline, shorten the sales cycle, and raise the close rate on new deals. Achieving these tangible results will require marketing strategies and programs that challenge SMB executives to exploit the remarkable financial gains made possible by the Company’s unique, proprietary technology. Prefer someone who has helped a company grow significantly in revenues within a relatively short period of time. Do you meet these requirements? If yes, then please explain. Make sure to outline a specific example or two. Please give specific numbers and/or percentages if possible. Explain some ways that you helped increase revenues.
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Strong sales and marketing background is required. Must have earned undergraduate and/or MBA degrees from respected universities. Looking for candidates that are smart, quick and results focused. Do you meet these requirements? What is your education?
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PERSONAL SUMMARY:
The CEO is very big on delegation. He believes in hiring the best people, then providing them with clear incentives and responsibilities. Focus is on results. Need someone who thrives under tough timeline pressure and the need to show pragmatic, measurable results. He wants someone who knows how to work effectively as part of a management team by building respect and trust. Is this environment appealing to you? Why? Please describe your management style and work ethics.
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Please list for me in order of importance the factors that are going to determine which position you accept next.
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What work accomplishment are you most proud of?
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Tell me about someone who has been in the news within the last decade that you admire. Why do you admire this person?
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