Technology (Sales)

An Enterprise Veteran with Startup Capabilities
Vice President, North American Sales for a Global 500 Technology & Manufacturing Conglomerate

The Client Need
AA Japan-based Global 500 technology leader sought an expanded North American footprint for its already-successful Asian product lines. In addition to understanding the American market in this product area, the sales executive spearheading the venture needed the entrepreneurial energy and leadership to initiate what was essentially a startup—as well as the ability to operate successfully within a large, matrixed global corporation.

The SEBA Solution
SEBA identified candidates from all the major North American players in the client’s market, each with a proven track record in a large-company environment. In our interviews, we eliminated those lacking a personality strong and dynamic enough to build a new organization from the ground up—and manage it successfully moving forward.

The Result
The winning candidate combined extensive product sales experience with a services background—going beyond the client’s immediate requirements with a skill set that will prove valuable as the company’s growth leads to an increased focus on solution selling. Most importantly, she clearly had the energy and drive to start a new business from scratch, and proved it by quickly building a complete 20-member sales force. Today, this business is a thriving part of our client’s North American revenue stream.