How Gigstart helped a leading Cloud Vendor build their Partnerships team
CASE STUDY
Helping a Global Cloud Vendor Build their Partnerships Team
SECTORS: Cloud & SaaS
FUNCTIONS: Partnerships; Sales Operations; Inside Sales
The Objective
Gigstart was engaged by a global cloud vendor that was seeking to expand their Partnerships team in EMEA. This involved hiring both a Partner Development Manager and Operations Specialist.
What the Client Needed
For the Partner Development Manager position, the client needed someone with strong domain expertise with 10+ years’ experience in developing and managing relationships with Global System Integrators.
For the Partner Operations Specialist position, they needed a process-driven individual that could effectively manage the full-sales process from an administrative perspective and work effectively with the sales team to troubleshoot any problems.
Most importantly, both positions required candidates that would be an excellent cultural fit that could work effectively cross-functionally.
The Search
Given the nich nature of both positions and scarce availability of talent, we started the search by conducting a market map of the competitive companies in the space that would have the talent with the required technical and domain expertise needed to be successful.
For the Partner Development Manager position we spoke with around 30 candidates of which 3 were submitted to the client.
For the Partner Operations Specialist we spoke with a similar number of which 4 were submitted to the client.
The Result
The client sent out offers to both candidates at the end of February (5 weeks from the initial briefing call), and they started their new positions at the beginning of April. They were thrilled to accept and start a new challenge, having both respectively spent over 5+ years at their previous employers.
Gigstart have continue to partner with the client, having recently been referred to their Inside Sales team that is struggling to find specific sales talent across the French and German markets.
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