Client Profile
The client, a global vendor with its headquarters in the United States, operates in a highly competitive market, specialising in multi-million-dollar deals with long sales cycles. They were expanding their presence in Australia and New Zealand, and required exceptional sales professionals to drive their growth.
Challenges
Scarcity of Talent: The client was operating in a competitive candidate market, where finding experienced and successful Enterprise BDMs was a challenge. The demand for such professionals exceeded the current supply.
Unique Skillset: The client required candidates with a specific skill set, including a proven track record of hunting and closing multi-million-dollar deals. This made the talent pool even smaller!
Cultural Fit: As a global organisation, the client placed a significant emphasis on finding candidates who would align with their corporate culture and values.
Solutions
Market Expertise: Solstice leveraged its extensive network and in-depth knowledge of the ANZ job market to identify potential candidates. This included active engagement with industry professionals, market research, and attending relevant industry events.
Candidate Assessment: We conducted comprehensive assessments of potential candidates to ensure they met the client’s specific requirements. This included evaluating their track record in closing significant business deals in the vendor’s industry.
Hiring for Hunter Roles: Solstice focused on identifying candidates who possessed the essential qualities of a hunter, including tenacity, resilience, and strategic thinking. These attributes were crucial for success in their Enterprise BDM roles.
Employment Branding: Our team worked closely with the client to market their employment brand and emphasise the long-term career prospects offered to the right talent. This approach helped attract candidates who were looking for stability and growth opportunities.
Results
Solstice Recruitment successfully placed 90% of the required sales professionals for the client. These professionals were not only highly experienced, but also aligned with the client’s culture and values.
An impressive 100% of the hires remained with the organisation for at least 12 months, reflecting the quality of the candidates! Furthermore, 90% of these hires were still with the organisation at the time of this case study, demonstrating the longevity of these placements.
The client’s ANZ operations saw significant growth, driven by the successful hires. The Enterprise BDMs were instrumental in closing multi-million-dollar deals, contributing to the client’s overall success in the region.
Solstice can help you take the right steps in building a high-performing sales team. Let’s explore the best approach for your business today.