Case Study 6

Title of search

Vice-President, Marketing – Cloud Business Unit


Publicly-Traded Enterprise Software Company

Assignment Profile

The company had recently established a cloud computing business. As they build the organization, one of the first key hires is a Vice-President, Marketing with a diverse functional background in areas such as Integrated, Product, and Solutions marketing. They seek a leader to craft and expand the comprehensive marketing strategy and expand the company’s position as a leading vendor of cloud infrastructure.

Search Strategy

  • Develop a target list of competitors to include cutting-edge startups and Fortune 500 enterprise software companies with relevant cloud offerings.
  • Identify candidates with 12+ years experience with domain expertise in areas such as middleware, enterprise application integration (EAI), virtualization and systems management. Focus on those who have led a global marketing function and track records of capturing market share in competitive B2B environments.
  • Screen candidates thoroughly for culture fit and ability to work in a flat structure with limited resources. Make sure to source candidates with startup experience.
  • Target Sr. Directors and VPs of Marketing with progressive global experience and track records of building out marketing teams for an emerging business.
  • Screen candidates for those with the ability to lead large and diverse teams and those with superior communications skills.



  • Successfully completed nation-wide list of companies and potential candidates in one week.
  • Narrowed the list to those candidates who met requirements and displayed active interest in the position.
  • Scored qualified and interested candidates using customized criteria.
  • Selected and ranked top 8 candidates.
  • Candidate from list was offered the position and accepted..