Case studies
Recruiting a
Vice President Online Sales
A global leading provider of integrated online protection and on-product authentication solutions
Location: UK or USA
Client
The client is a market leading listed group which operates in global markets and offers a multi-tiered approach to Anti-Piracy Protection across all major channels and content types. It works with a broad spectrum of leading global providers many being multi-nationals. Its customer profile includes major online channels – P2P, websites, streaming sites, social media and all types of digital content including books, software, music, VOD and live events. It has a significant growth agenda and is currently operating from multiple locations including USA, UK and further afield internationally
Challenge
To recruit a dynamic Vice President of Online Sales for EMEA to drive our client’s commercial success across this critical region. Reporting to the Senior Vice-President of the Online Division, the ideal candidate would lead, coach, and develop a high-performing sales team, ensuring exceptional client retention and significant new business growth. With a focus on strategic sales planning, territory management, and opportunity development, this role also involves leading contract negotiations, pricing strategies, and proposal creation. The successful candidate would collaborate with cross-functional teams to craft innovative solutions, respond to market demands, and deliver presentations that resonate with senior executives and C-level stakeholders. This role is crucial in managing the sales lifecycle through rigorous CRM usage and driving the company's growth and market leadership in the EMEA region.
Objectives
Our primary objective was to identify a candidate with a strong background in online sales and business development, possessing at least fifteen years of experience in the SaaS or software technology industry, including five years in a leadership role. The ideal candidate needed to demonstrate a proven track record of leading high-performing sales teams within the EMEA region. Key attributes included a deep understanding of the intellectual property industry, exceptional strategic planning abilities, and advanced skills in contract negotiation and CRM management. Experience with bid and RFP management was essential, while knowledge of Salesforce and consultative selling was highly desirable. The objective was to find a candidate who could bring strategic leadership and drive our client’s growth and market leadership across the EMEA region.
Process
Client consultation
We engaged in comprehensive discussions with our client’s leadership team to gain a thorough understanding of the company’s structure, culture, values, and strategic objectives. Through these consultations, we identified the key competencies, skills, and attributes essential for the Vice President of Online Sales, EMEA role, particularly in light of the client’s goals for market expansion, client retention, and revenue growth across the EMEA region.
Assignment preparation
We developed a detailed Assignment Brief that outlined the company’s background, its operational landscape within its industry, and the specific responsibilities associated with the Vice President of Online Sales, EMEA position. This brief included a comprehensive candidate profile, emphasising the required experience, qualifications, and leadership qualities necessary for success in this role. Additionally, the brief summarized the expected compensation package and benefits. This document was central to the recruitment process, providing critical information to engage and inform potential candidates during the interview stage.
Candidate sourcing
We designed a customised outreach strategy to identify and attract top-tier candidates. This strategy included executive search, industry networking, and targeted advertising efforts, all aimed at securing high-calibre talent ideally suited to meet the demands of the Vice President of Online Sales, EMEA role.
Screening and assessment
Candidates were rigorously evaluated on their experience in online sales, leadership capabilities, strategic vision, and alignment with the client’s values and objectives. We conducted in-depth interviews, performed thorough reference checks, and had shortlisted candidates complete our proprietary Self-Awareness Questionnaire to ensure a comprehensive assessment.
Client interviews
We facilitated interviews between the shortlisted candidates and the client’s leadership team, focusing on assessing cultural fit, leadership style, and strategic alignment with the company’s sales and market growth objectives in the EMEA region. We provided detailed insights into each candidate’s suitability for the Vice President role.
Final Selection and onboarding
We supported the final selection process by assisting with compensation negotiations and securing the preferred candidate. Additionally, we provided onboarding support to ensure a smooth transition into the role, managing all candidate communication and interview logistics throughout the process.
Outcome
The executive search process culminated in the presentation of a shortlist of ten highly qualified candidates to the client within three months of the project’s commencement. Following the first round of interviews, this list was further refined to the top four candidates. Ultimately, a standout candidate was selected and offered the position.
Contact
If you would like to discuss how we can help your business recruit a Vice President Online Sales, please contact our Managing Director, Oliver Adderley at oja@adderleys.com or call 0203 432 0690.