Strategic Appointment of a Vice President of Global Sales

The Challenge: 

The client required a new Vice President of Global Sales following the internal promotion of their existing leader. The urgency was heightened by a strict timeline, as the client’s financial year-end approached, making it vital that a new leader was in place to drive revenue goals. The role required exceptional domain expertise in video technology, experience leading global sales and engineering teams of over 60 people, and proven management of revenue streams exceeding $130 million. Adding further complexity, the individual needed to be based on the US East Coast, within close proximity to the client’s Atlanta office.

Our Solution:

By leveraging strong existing networks and focusing on targeted outreach, the process was accelerated, with a highly suitable candidate identified within 24 hours of commencing the search.

Mapped the Market: Conducted focused analysis to validate the significantly smaller pool of North American executives meeting the criteria, particularly those combining both sales and engineering leadership within video technology.

Leveraged Networks: Drew upon trusted relationships to quickly engage senior leaders already within the firm’s network.

Applied Tailored Strategies: Carefully managed expectations with the client, addressing potential challenges of sourcing in the US rather than Europe, while adopting a highly evidence-led approach to satisfy the client’s data-driven evaluation style.

The Outcome: 

The successful appointment was made with impressive speed, with the chosen individual matching all core requirements. With dual degrees in engineering and finance, a proven record of managing large-scale global sales organisations, and prior C-suite experience, they were exceptionally well-suited for the role. Their proximity to the Atlanta office further ensured seamless integration and rapid impact. The candidate demonstrated deep technical and commercial expertise, having led large-scale global sales and P&L responsibilities exceeding $130 million.

Crucially, the candidate was US-based and within 20 minutes of the Atlanta office, overcoming a common industry challenge of leaders being Europe-based. The appointment allowed the client to maintain momentum during a critical financial period, with the individual immediately preparing to represent the company at IBC just weeks after starting.