EMEA – Global Security Vendor

This organisation is at the cutting edge of allowing Service Provider and Enterprise organisations deliver security services. Its next generation platform enables the consolidation, virtualization and simplification of security services delivery. In early 2008 a new management team was installed which comprised entirely of individuals who had successfully built global organisations.

It was quickly recognised that certain regions were not being capitalised upon and one of which was the CIS. It was decided that a Sales Director was required to start building both a pipeline of business as well as building a successful team in the CIS market. Emerald was tasked with identifying and recruiting the first person on the ground in region and this individual would develop and execute the local sales strategy. This global vendor selected Emerald for this search due to the extensive experience and track record of helping clients build new regions across the globe.

DELIVERY MODEL

Emerald was able to utilise its extensive network of contacts across the CIS region as well as assigning a dedicated Search Team to the task of identifying the best performing individuals from their competitors who also had experience in building new regions. Emerald was also able to assist in the complex process of creating a new entity in the region in order to ensure the correct structure was put in place to house this individual. The first stage of the process was to agree a target list of organisations from which to approach potential candidates. Once this was agreed upon, a dedicated Research team was tasked with mapping out the teams across the CIS region and, with the help of the Senior Consultant, to identify a short list based upon competencies which had been pre agreed with the client. Emerald was able to identify three individuals all of whom came from direct competitors and, following a rigorous screening process by the Emerald team, it was decided that these individuals exceeded our Client’s requirements. Following a rigorous interview process, Emerald was able to help secure a Regional Director from a direct competitor.