Your Name?
Your Phone Numbers?
Your Email address?
Today’s Date?BASIC QUESTIONS:
The position is for a SVP/VP of Sales. (Title depends upon experience.) Position located in the San FranciscoBay Area. Working remotely is NOT an option. Candidates must either already live in the SFBay area or be flexible to relocate. Where do you currently live?
If you do not already live within commuting distance to the SF Bay area, then are you flexible to relocate? If no, then please do NOT complete this form. If yes, then please explain your answer.
Why are you considering leaving your current position?
Why did you leave your previous position?
CEO is willing and able to put together the right package for the right candidate. The compensation package will include a base salary, commission/bonus plan, and stock options. A full benefits package (health, dental, vision, life insurance, disability insurance, 401(k)—matching, etc.) is included. Client wants someone who is very hungry and confident in their sales abilities. He wants to know what you have been making and what you want to make. What motivates you?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? 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. Client wants to see a history of success.)
This is a management position. You will be part of the core executive team that includes the CEO. Initially, this will also be an individual contributor position. Need someone that can be very hands-on, roll up their sleeves and do whatever it takes to build revenues while building the sales team. Need someone that is very strategic and hungry. Someone with a passion for winning. 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.
You will be inheriting a small sales team. Need to hire several reps within your first six months. You will be fully in charge of your numbers, growth and hiring plan. 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 team from the ground up. 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 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 Board.)
POSITION REQUIREMENTS:
Must have someone with recent and significant experience managing a team quota as a SVP, VP or Director selling enterprise software and/or enterprise software consulting services to Fortune 1000. Do you meet this requirement? If no, then please do NOT complete this form. If yes, then please answer the following questions:
1)Are you currently employed (or within the last six months) in a position with responsibility for managing and achieving a team quota selling enterprise software and/or enterprise software consulting services to Fortune 1000? (If no, then please do NOT complete this form.)
2)Are you currently (in the last 6 months) selling enterprise software or enterprise software consulting services to Fortune 1000?
3)Briefly describe what you sell.
4)Briefly describe your elevator pitch.
5)What was your annual quota?
6)Do you normally meet or exceed that quota?
7)What was your title?
8)How long have you been at your current/most recent position? What was your start date (Month/Year started)? If applicable, what was your end date?
9)What was the name of your employer? Url? / PLEASE TYPE YOUR ANSWER TO EACH QUESTION NEXT TO THE CORRESPONDING NUMBER. THANK YOU.
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Must have significant experience selling enterprise software and/or enterprise software consulting services to Fortune 1000. Do you meet this requirement? If no, then please do not complete this form. If yes, then please answer the questions below.
1)How many years of sales experience do you have in total?
2)How many years have you managed a team quota?
3)How many years of experience do you have in total selling enterprise software to Fortune 1000?
4)How many years of experience do you have in total selling enterprise software consulting services to Fortune 1000? / 1)
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CEO prefers candidates who 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 or similar type of accomplishment. Do you meet this requirement? 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.This will really help you to get an interview with the Board. 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 sales reps 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.
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 3-5+ 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 2007 at ABC Company—I personally sold $X, achieving x% of quota, was part of a 3 person team & they sold $X—achieving x% of quota, 2006—personally 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.)
Must have a consultative sales approach. Must do your research and learn about your customers and use every angle possible. Be able to help customers evaluate their business and needs. Be able to chart their needs along with analysts predictions and show customers all their options. You must really understand the software deal and can do a pitch from many different angles. Must be able to walk and talk the deal. You need to be able to rearrange your pitch on the fly. You have to know your material. You must be fully up to speed on your business, your company’s products/services and competitors. (e.g. You will have to know Oracle’s programs better than Oracle.) Must know about SOA. Must be technically savvy and comfortable using spreadsheets, salesforce.com, etc. Do you meet these requirements? If yes, please explain. Make sure to outline a specific example or two. What industry journals do you read regularly?
You will benefit from the fact that the Company’s team is stable and mature, with capable management in product development, customer support, and finance. You will also “have plenty to work with,” thanks to an excellent product that generates quantifiable results for major Fortune 100 customers who are pleased to provide references. Company has an established pipeline and strong lead generation department. Having a strong rolodex is NOT important. However, having a strong track record of managing and closing deals with Fortune 1000 is VERY important. Do you meet this requirement?If no, then please do not complete this form. Client will not interview anyone without this experience. This is an absolute requirement.) If yes, then please explain. Make sure to name some companies and the titles for a few of your contacts. PLEASE drop some names here so I can get you an interview with my client.
Please outline 2 or 3 deals that you did within the last three years with some of the companies you just listed above.Make sure to answer the following questions for each deal:
1)Briefly describe the deal within a couple of sentences.
2)Who were the players involved (give specific company names and titles of contacts, if possible.)
3)Describe the extent of your involvement in the deal.
4)What is the time period that you worked on it? (Please give specific dates—mo/yr, if possible.)
5)Were you personally responsible for closing this deal?
6)How did you get the deal closed?
7)What were the end results?
8)What would you have done differently if you were to do the deal again?
(This is an absolute requirement. Client will not interview anyone without this information. If you can not outline at least one deal that you took from start to finish, then please do not complete the rest of this form.) / DEAL #1:
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Candidates must be articulate and have strong writing skills. MUST have someone who is fanatical about details, grammar, spelling and making certain that everything going out the door is perfect. CEO prefers someone with at least a Bachelor’s degree. Do you meet these requirements? If yes, then please explain. What is your education?
PERSONAL SUMMARY:
This position reports to the Founder and CEO. He 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 team by building respect and trust.Is this management style appealing to you? Why? Please describe your management style and work ethics.
Corporate culture is very entrepreneurial. Team is very passionate about winning. They consistently take customers away from the big vendors such as Oracle, Seibel, SAP, etc. They have that “David & Goliath” type of mentality. CEO and the rest of the team will do whatever it takes to make sure you are successful at beating the competition. Is this environment appealing to you? Why? Please explain. Make sure to mention if you have previously been in such a situation.
Please list for me in order of importance the factors that are going to determine which position you accept next.
What work accomplishment are you most proud of?
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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