The Client

The client is a software company headquartered in California; they specialise in cyber security solutions for Fortune 500 companies and federal organisations. When Collingwood engaged with them, they had been recently acquired by a global industrial technology corporation, after a period of being private-equity backed. The business had been in existence for 30 years and had enjoyed phenomenal success throughout the 90’s and 00’s thanks to their flagship product. However, in recent years, growth had stalled.

The company had suffered from a period of under-investment, especially in the product development area, which the new parent set out to address immediately. They also renewed the senior commercial leadership team with internal moves, however, they needed to recruit externally to appoint a Regional Sales Director for their largest region, the US East Coast. Collingwood was selected to partner them due to our extensive track record of appointing US commercial leaders on behalf of the parent company.

The Role

The client was looking for a seasoned sales leader from a cyber security or enterprise software background. They required highly developed leadership skills to manage a diverse team in terms of their level of experience, style and individual needs. Adding to this, they were looking for an individual with a consistent track record of growing market share, complex deals and the ability to master sophisticated sales processes.

The region was deemed to be an area of significant untapped potential and they were looking for the new leader to double the revenue in the region within a two to three-year period.