APAC – Metro Ethernet Networking Technology

Emerald was introduced at Executive Level to this VC backed, Pre IPO Company within the rapidly expanding Metro Ethernet market sector. Having been through 5 rounds of funding and raising over $50 Million via investment, this dynamic organisation wished to expand its already successful business in APAC. The Company was founded in 2000, now employs over 200 people and has more than 120 customers in over 60 countries Worldwide.

The management team have huge pedigree from large tier 1 vendors such as Nortel, Alcatel, Lucent, Juniper, Marconi and the team also have a proven track record in taking start ups through IPOs and Mergers/Acquisitions. The Company is on fast track growth with overall revenue growth of over 100% year on year for the last 4 years with EMEA contributing 30% of the Companies Revenue and APAC contributing 10% of the Global Revenue number. This organisation has also developed an excellent network of channel/OEM partners such as Fujitsu and ECI Telecom – this approach has resulted in some strategic tier 1 carrier wins globally. In 2009 they are continuing to see growth at 3 times industry average and 70% of their revenues have been contributed by these partner relationships.

The organisation provides Optical transport technology targeted at both Service Provider and Enterprise Networks. They provide Packet Optical Technology for the edge/access of the network focused on the Metro/Regional Service Provider and Large Enterprise Networks. The typical target companies are Tier 1, 2, 3 and 4 operators and MSO Cable Operators across the Globe. Their solutions support next generation bandwidth rich services such as voice, video, data, wireless, media, wireless backhaul and storage and the Company are in a fast growing market sector.

As a result of this unprecedented growth and to help fulfil demand in the region, the organisation looked to bring on board a Sales Director and Solutions Engineer. This rapidly expanding vendor needed a recruitment partner who understands their business, their market place and has an exceptional network across the globe and in this particular case the Asia Pacific region. The Company therefore retained Emerald to deliver both appoints in a 6 week time frame.

DELIVERY MODEL

Emerald appointed a dedicated search team to this process which comprised of a Research Team headed up by a Senior Consultant whose specialism is helping clients recruit talent across APAC. The initial phase of this project was for Emerald to undertake a market analysis exercise in order to be able to advise on competitors in the region, salary benchmarking, market conditions and an assessment of skill sets. This process was completed in week one, at the end of which, the market data was used to advise on target organizations to headhunt leading talent from, candidate expectations and putting together a compelling pitch to help attract the best talent available. By the end of week 3 Emerald had delivered a short list for both roles with a list of candidates who had been fully interviewed and assessed form their direct competitors. Both roles were successfully delivered within the 6 week timescale with industry leading individuals who have had significant success in building successful businesses across the APAC market.