Author Archives: Larry Janis

Three Steps for Successful Digital Integration

by David Dubois

The “uberisation” of the economy is making companies rush into digital integration, but they need to build some critical capabilities before investing.

In the face of emerging digital disruptions across fields as varied as healthcare, transportation or even banking, companies have massively increased their digital investments. For instance, a survey by eConsultancy revealed that 77% of companies plan to increase their digital marketing budget in 2015, a sharp 71% increase compared to the preceding year. (more…)

Channel Sales Lead

A rare opportunity to build a channel sales program from the ground up. Our client, a Gartner-ranked innovator in Robotic Process Automation, has developed an advanced AI platform for IT operations. Founded 20 years ago in Germany, it has recently concluded a round of private equity financing to fund its US expansion. US headquarters have been established in New York City and their high-profile president is currently hiring his core staff.

 

Summary

Senior level sales reporting to the president with a focus on new enterprise logo acquisition. Responsible for full life cycle. (more…)

Global Service Delivery Director


Position Objective:

The successful candidate will have responsibility for managing the delivery of services to maximize contribution to the success of major global clients. Services include Credit, AR and Collections management, Cash Applications, Billing, and back office finance processing and customer services.

You will have considerable and proven operational management skills and also possess the stature to effectively represent the business to clients, and a flexibility of approach to respond to changing demands across the business.  You will drive and work collaboratively with colleagues across sites to achieve organizational and client goals. (more…)

Procurement Sales Leader

Our client’s Business Process Outsourcing (BPO) organization has an exciting opportunity for a Sales Leader selling procurement services. Their BPO Procurement business offers a full suite of source-to-pay BPO services including:

  • Sourcing and category management, including sourcing, demand management and supplier performance management.
  • Sourcing support, including spend analytics, market analysis, spot buy, auction services and contract administration.
  • Procurement operations, including requisition processing, invoice processing, travel and expenses processing, supplier enablement and catalog enablement. (more…)

What is top talent and how is that identified?

 

As a part of our talent acquisition engagements, we ask our clients how they define “top talent” and how they would assess those traits in the interview process.  Reflecting on the insightful comments we hear every day, we thought there would be great value in a new blog in which senior executives/thought leaders share their “Take on Talent.”

This is the fourth in a series of blogs/interviews with senior executives who are thought leaders in the areas of Talent Acquisition, Career Development and Leadership who will share their perspectives on this ever present question.

 

Ackerman

Jay Ackerman is the Chief Revenue Officer for Guidance Software. He is responsible for leading all customer-facing teams including sales, professional services, and technical support.

Before joining Guidance Software, Ackerman was the head of worldwide sales and customer success for ServiceSource where he was a key member of the team that increased revenues from $25 million to $285 million. He helped the company achieve a compounded growth of 35 percent while transitioning from a pure labor-based solution to one providing a proprietary cloud and managed-services offering. Prior to Service Source, Ackerman was president and CEO for WNS North America, where he launched the company’s North American sales team and sales approach. He negotiated the largest WNS contract with a leading online travel company—a seven-year relationship valued at over $225 million. Ackerman was also a client accounts and sales executive at Exult, progressing through several customer-facing roles of increasing responsibility, including vice president of accounts, where he was responsible for over $80 million in revenue.

(more…)