Author Archives: Larry Janis

Sales Leader, RPA-West Coast

iStock_000005061098XSmallOur client is a provider of advanced Robotic Process Automation software that powers the intelligent process automation solutions offered by the most technology advanced BPO providers and Shared Service Organizations. Their mission is to provide a state-of-the-art platform for software robots and help their customers develop an agile robotic workforce.         

 

Summary

The Sales Lead is the executive responsible for finding and developing new business in the High Technology Sector, focused primarily on the US west coast. The Sales Lead owns the end-to-end sales process, including sourcing, managing the solution, structuring and closing new logo client sales; he/she is also excepted to develop and manage a team to support the expanding business.

Responsibilities

  • Overall executive responsibility for High-Tech sector sales
  • Formulating and executing the sector sales strategy
  • Qualifying leads and continually developing a new sales pipeline
  • Identifying and developing value propositions appropriate for the High-Tech sector
  • Communicating with and winning the trust of highly technical client executives
  • Planning for, facilitating and attending client meetings and presentations
  • Understanding the political and organizational structure of each client
  • Developing comprehensive opportunity plans that assist pursuit team members in understanding client value drivers
  • Managing all internal deal reviews and approvals

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Commercial Sales Executive

iStock_000005932499XSmallOur client provides tools to businesses to improve their cash flow through a proven system that helps companies recover money owed to them. In business since 1970, they serve more than 60,000 businesses, including small businesses, banks, hospitals, retailers, universities, cities, and manufacturers – virtually any organization that accepts checks or extends credit. They have recovered three times more money than their competitors at a fraction of the cost.      

Summary

The Commercial Sales Executive is responsible for new logo acquisition in the commercial business segment; primarily utilities, financial services and communications, but extending to all verticals other than government, education or healthcare. (more…)

Five behaviors you must practice to cross the leadership threshold

 

by Jared LafitteJared-Lafitte

Leadership is not defined by a title or a position, a record of experience or an accumulation of knowledge. That’s why there are many in positions of power who have great expertise and experience, yet are poor leaders.

Leadership is a practice that requires mastery of several key behaviors that transfer vision and motivate action. Like any behavior, they are meant to be learned, practiced, repeated and sharpened. Leadership should be pursued primarily as a set of practices to be developed and not as a position to be attained. When leaders learn to make this distinction between position and practice, they are crossing what I call the leadership threshold: a conceptual line that divides leadership grounded upon expertise, experience and authority (positional leadership) from leadership grounded upon behaviors and practices (behavioral leadership).

One way to nuance this is to say that experience, expertise and authority serve as crucial supplements to leadership, but generally do not themselves create leadership. Like logs in a fireplace, an accumulation of knowledge and experience provides fuel for the fire of leadership, but it is only behaviors such as conviction, communication and influence that provide the spark to set it ablaze. Crossing the leadership threshold means learning to view expertise, experience and authority as supportive but not primary. (more…)

West Coast Leader

 

iStock_000008266083Small[1]The Industrial Go-to-Market (GTM) Lead has responsibility for the growth and profitability of the Industrial client portfolio and associated P&L in the West.  The successful candidate will lead the Industrial Team and collaborate across our client to originate, architect, sell, and deliver programs and services to our clients.  The individual will develop durable client relationships, display deep sales and business acumen, build high performing teams, and establish herself/himself as highly industry relevant to our client’s Industrial clients.

Specific responsibilities include:

  • Growth: The primary focus of the new leader will be to broaden the relationships at the most senior levels within current and potential clients and to translate this into new business opportunities. It is critical that this individual understand the CEO’s agenda across the spectrum of enterprise operations, functional areas, and global influences. He or she will be seen as a credible business and commercially orientated partner who works across the breadth of the firm to win and deliver business with the existing clients as well as acquire new clients. Over time, he or she is expected to grow a substantial business, build sustainable, long term and profitable client relationships at the C-suite and Board levels, and reinforce our client’s position as a leading player in this market.
  • Set the strategy and build propositions: The new Leader will need to contribute to the evolution of key propositions that relate to business issues faced by our Industrial clients. The successful candidate will be expected to drive market development initiatives, new thought leadership and continue to build the reputation and brand in this area.
  • Client Account Leadership: The new leader will assume client account leadership responsibilities for a subset of high priority Industrial accounts. As the CAL, the individual will have ownership and accountability for the overall strategy and vision for the account, building enduring client relationships, growing presence and footprint, and leading efforts to bring the right talent to the account.
  • Delivery: The new leader will be expected to play a contributing role in the delivery of high priority and/or high visibility client projects.  Examples of contributing roles may include senior project oversight, Industrial subject matter advisor, steering committee member, etc.
  • Talent Development: The new leader will lead and build the Industrial Team in the West. The leader will be expected to develop talent on the team, inclusive of identifying key unmet talent needs, building diversity, and coaching team members to help them grow professionally.

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The Talent Curse

by Jennifer Petriglieri and Gianpiero Petriglieri

 

TalentThere were many late nights during Thomas’s time at a private equity firm, but two of them really stand out. On the first, he was at a bar. Earlier in the day, his boss had let him know that he was the top performer in his cohort. Over drinks that evening, he struck up a conversation with a partner at a rival firm. “You’re the guy who closed two deals in six months, aren’t you?” the man asked. It was a moment Thomas had dreamed of and worked for since leaving his small town for college, the first in his family, years before.

On the second, he was at his desk, working on a high-profile IPO. He was the only associate on the deal—the kind of assignment reserved for top talent on the firm’s fast track to partnership. Dawn was breaking, and he had no memory of the past six hours, even though his e-mail and phone logs chronicled a busy all-nighter. A neurologist later ran some tests and warned him of the dangers of sleep deprivation. “I would go to bed at five, wake up at seven with palpitations, and go to work,” Thomas recalled. “I never stopped to think that it was wrong. It’s how it works, I told myself. Everyone does it.”

Thomas slowed down briefly after the doctor’s warning but soon came back full throttle. His talent and drive were intact, though somehow he’d lost his sense of purpose. He created an opportunity for the firm to do a $1.3 billion deal, and then surprised his bosses by suddenly quitting. His performance was strong and his prospects bright as ever, but as he put it when we spoke, he had fallen victim to a vicious cycle: “I did not want to step off the fast track, so I could not slow down.” Thomas felt trapped by his firm’s expectations, but his desire to prove deserving of his bosses’ endorsement kept him from challenging the culture or asking for support. He felt both overwhelmed and underutilized, and concluded that this firm was not the right place to realize his leadership ambitions. (more…)