Tag Archives: Leaders

5 tips for leading IT remotely

Posted on

By Bob Violino

With WFH and hybrid workplace strategies stretching into 2021, IT leaders must settle in to new work habits to ensure success in leading IT from afar.

Many people have had to adapt to working from home and other remote locations — at least part of the time — in the hybrid workplace that’s emerging because of the pandemic. That includes CIOs and other IT executives.

Whether executives are working remotely for one or more days per week or full time, leading IT has change significantly — and perhaps permanently.

The new working model affects many facets of management, including developing IT strategies, maintaining culture, driving change, and collaborating with business colleagues. The situation presents challenges, but it also offers growth opportunities for technology leaders.

Here are some suggestions from home-working IT leaders on how to make the most of the new environment.

Continue reading →

12 Leadership Lessons from DocuSign CEO Dan Springer

Posted on

by Jason Nazar

In Comparably’s ongoing series in partnership with Entrepreneur, If I Knew Then: Leadership Lessons, I host virtual fireside chats with high-profile CEOs of major brands from, Nextdoor and Blue Apron, to Waze and Warby Parker. As the host, I ask talented leaders to share some of the valuable lessons and practical career advice they learned during their career trajectory. These rare, candid insights into the lives of remarkable catalysts for success in the business world are accessible as a resource of inspiration for current and future entrepreneurs and are not to be missed. When CEOs get transparent, you can’t help but lean in.

For the latest episode, I sat down with Dan Springer, CEO of DocuSign, who leads thousands of employees globally, allowing DocuSign to modernize organizations by making every agreement 100 percent digital. Driving innovation and growth in technology and the Software-as-a-Service (SaaS) industry exemplifies Springer’s executive leadership and experience for the past 25 years. Prior to DocuSign, the Harvard MBA graduate served as chairman and CEO at Responsys for a decade, where he revolutionized and grew the business from a private startup to a leading cross-channel global marketing automation platform — resulting in Oracle’s $1.6 billion purchase of Responsys in 2013.

As a veteran of Silicon Valley, Springer holds honors as both the Bay Area’s Most Admired CEO and Best CEO. He is also a 2020 recipient of the Robert F. Kennedy Human Rights Ripple of Hope Award, sharing this accolade alongside top U.S. infectious disease expert, Dr. Anthony Fauci, as well as San Francisco 49ers Colin Kaepernick, for his leadership on social change during these trying times. Barack Obama, Hillary Clinton, Bono, and the late Representative John Lewis have also received this award, catapulting Springer into the company of greatness.

Among other topics, this conversation covers Springer’s origin story — from “winning the ovarian lottery” to attending the famous Lakeside High School with alumni such as Bill Gates and Paul Allen — laying the foundation for his early life before becoming a serial entrepreneur. Here are the 12 essential takeaways from our chat:

1. Successful business leaders don’t all come from the same mold 

Everyone has a different background and path in life; use that to propel you forward. Springer shares that he grew up with a single mom in an affluent suburb, which might have given him a chip on his shoulder in the early part of his career at McKinsey. However, he turned that initial insecurity into something positive by excelling and overachieving. Continue reading →

VP BPO Sales – Life Sciences

Posted on

Responsibilities

This role is responsible for ensuring growth and profitability of the new logo accounts that they win, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage.

The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s they win by actively managing the won accounts and managing revenue targets assigned.

Additional responsibilities include:

  • Develop specific sales plans for each won account so they can maintain business and where possible increase the sales volume
  • Target Life Science based client industries to sell full set of BPO and Transformational Services
  • Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base of won accounts
  • Drive to generate growth through new account penetration and referral and direct efforts towards building sales
  • Translate clients’ strategic requirements into enabled solutions to improve their business results
  • Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
  • Need to have experience of handling multiple accounts
  • Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
  • Position as a strategic partner, trusted advisor and value-creator to clients
  • Stay on top of information needed by prospective customers in an effort to serve as a resource
  • Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
  • Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
  • Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
  • Understand the financial impact of developments on the industry and company
  • Orchestrate services into solutions that meet client’s business objectives, while delivering measurable results
  • Drive the creation and execution of new account plans
  • Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
  • Collaborate with other CEs, Delivery Leaders and Leaders to grow the overall portfolio
  • Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary

Qualifications

  • Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
  • Experience in mining long term complex multi-million dollar accounts, services or solutions and adding new accounts.
  • Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
  • Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders
  • Strong BPO sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
  • Demonstrated ability to work in a multicultural global environment.

Key elements for the role:

  • Ability to multi-task
  • Cross Sell ability
  • Ability to work with multiple stakeholders
  • Persuasive skills
  • People management and leadership skills
  • Industry focus approach
  • Relationship management
  • Dedicated to achieving business results
  • Be a thought-leader

Location: Northeast US

If you would like to explore this opportunity or know someone who might, please let me know.

Larry Janis, Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I Email: janis@issg.net

ISSG I Twitter I LinkedIn

Hiring in 2020

Posted on

Recruiting and interviewing during the COVID-19 crisis with the stay-at-home order, remote interviewing has become a requirement, not a luxury. Tech tools for hiring such as Zoom, Skype and Go-to-Meeting, have been a boon to remote job interviews. Seeing the candidate is so much better than just interviewing them by phone. However, remote interviews can be more troublesome than in-person interviews.

We had the opportunity to tap into our network of professionals on both the corporate side (looking to hire the talent) and candidate side (the talent for new opportunities) to get their input and thoughts around new issues and processes that they have encountered – and how to improve the remote interview experience.

From the corporate side:

  • You want to show all potential candidates that just because the interview is remote, it is no less professional than if you were to meet face-to-face.
  • Introduce your company culture; your candidates might not have the opportunity to see your office and meet your team. Or maybe you don’t even have an office. So make sure candidates don’t miss out on finding out all about you.
  • Communicate the interview details when remote interviewing.  It is better to over-communicate: this may be your hundredth remote interview, but for the candidate it might be their first and the tools you’re using might be new to them.

From the candidate side:

  • Get to know your video platform beforehand. These days, a lot of different video platforms require a myriad of account sign-ups, app downloads, or permissions on your device.
  • Don’t just dress for where the camera can see. Professional dress codes are expected in video interviews. The best way to guarantee your confidence and seriousness in the conversation is to dress the part.
  • Hiring managers are drawn to candidates that show up curious, so come prepared with a list of questions that will prove you’ve done your research.
  • Control your environment. In addition to properly preparing for your job interview, you have the added challenge of preparing the right space within your home for this important meeting. Find a spot in your home that’s quiet, clutter-free, and well-lit. Download any necessary software or updates ahead of time and test the equipment with a friend to ensure your lighting, audio volume, and the positioning of your camera is just right.

 

 

Hiring in 2020 from your perspective

Posted on

With the pandemic, the traditional face-to-face interview was suddenly replaced with video conferencing using tools such as Zoom, Skype and Go-to Meeting– leaving many in the interview space scrambling to figure out how to best assess candidates in an entirely new way.

Since everyone is adapting and learning in real time, we thought it would be helpful to crowd source ideas for improvement from our network of professionals. We can all benefit from understanding the challenges you have faced and the actions you have taken to foster improvement around interviewing.

Below are questions to consider. Please feel free to choose from them and/or contribute your own thoughts and insights.

For Hiring Managers

  • What steps have you taken to transition interviewing to a virtual environment?
  • What have you done to set the stage for professionalism in a virtual interview?
  • How have you conveyed the company culture when candidates don’t have the opportunity to see your office and meet your team?
  • How have you made it comfortable for candidates to be their best selves virtually, especially if they are unfamiliar with your conferencing tool of choice?
  • What have you learned by doing virtual interviews? What tips can you offer?

For Candidates

  • What steps have you taken to understand the company that you didn’t need to do for a face-to-face interview?
  • What tips on dressing can you offer to ensure you and your environment reflects a professional image?
  • What have you learned by doing virtual interviews? What tips can you offer?

Many thanks in advance for your contributions and please let us know if you would or would not like us to use your name in our published report.

Thank you in advance for your time and contribution to our blog. We will send you a link when we have compiled the results.

Please email us:

Larry Janis janis@issg.net

Jeff Bruckner bruckner@issg.net

Integrated Search Solutions Group

ISSG I Twitter I LinkedIn