Executive Search
Case Study:

Type: retained executive search
Title: Vice President of Sales
Role: sales leadership and regional expansion
Location: Minneapolis, MN
Client: privately-owned Technology Services Company
Collaboration: CEO and CFO/COO
Completed by: Deare MN executive search team

Company Profile
Privately-owned Technology Services firm with multiple Midwest locations. Specializing in Data Analytics, Cloud Transformation, CRM, AI and more. With deep roots in the Application Development space and expertise with the Microsoft stack, this Minnesota-based IT powerhouse can handle the most complex of software and systems implementation, upgrade and optimization projects.

Entering an aggressive growth phase, the company is strategically focused on developing new business in existing markets, expanding business with current customers and establishing new market beachheads.

With a newly structured sales organization, including a 50% increase in sales staff, the company is positioned for an exciting growth year.

Key Selection Criteria
– 10+ years of successful software and complex IT services / solutions sales experience at Enterprise and SMB levels
– 5+ years of sales leadership and team building experience in the Midwest marketplace
– 5+ years of account-level sales strategy development, planning and execution
– Strong messaging, communications and sales process development skills
– Hands-on leadership approach
– Degree required. MBA desirable.

Challenge
Despite having exceptional technology solutions expertise, a best-practices service delivery capability, a strong customer-success approach, and a substantial customer following, company revenue growth has stalled. Formidable competitors have been pulling an increasing share of business, especially in the Data and Cloud space.

For years, investments in expanding technology expertise and sharpening delivery capabilities have far outweighed attention to the sales engine. The marketing strategy was a flattering, but diminishing, “word of mouth” referral process. While responsive to a vital customer base, Sales lacked a defined, cohesive business pursuit strategy. There were few intentional or consistent adaptations to changing market conditions. A course correction was needed.

Upon reflection, it was clear to senior leaders that maintaining a strictly “technology-run” organization would hold the company at a competitive disadvantage. They decided to install a robust sales culture, but concluded quickly that there was not a true sales leader among them. After all, they were cutting-edge technology pros. By consensus, they agreed it was time to bring aboard a top sales leader who could define a sales strategy, build and develop a sales team, optimize selling methods, systems, tools and processes and play a key leadership role in facilitating a growth surge.

Solution
Deare was selected by the Owner, CFO/COO and retained to acquire a Vice President of Sales

Result
Within 9 days of retaining the search, Deare was vetting and developing a prospective VP candidate who joined about 60 days later as the Vice President of Sales and Marketing.