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Large scale European hiring

Our client

hybris is today a $300m+ revenue leading player in the Enterprise B2C eCommerce, B2B eCommerce and PIM software markets – competing with Oracle (ATG) and IBM Websphere Commerce, amongst others – and acquired by SAP for well in excess of $1 billion. The company is headquartered in Germany with subsidiaries across the globe and is now the number two player globally in its market according to most Analysts - and the leading player in Europe. We first became involved with hybris as an 80 employee company in 2008/9 in supporting the CEO grow the international business and make senior and critically important hires across EMEA.

Background

We were engaged by the CEO to be his sole retained Executive Search partner in Europe to work alongside his senior leadership team. At the time, 90% of hybris’ revenues were in Europe and they had around 80 employees. They were seen as a smaller mid-market player.

Our focus was on proactively targeting and hiring enterprise-level top-performers across leadership roles and also high-end individual contributors across Sales, Presales, Marketing and Services – the kinds of individual hybris had previously had great difficulties in attracting and which they needed to attract in order for them to be considered a true enterprise-class competitor to the two leading global vendors, ATG (Oracle) and IBM.

During a six year period (2008-2014), we made in excess of 55 hires for hybris. Examples of Searches we executed are below:

Management

  • SVP Europe (based in France)
  • SVP Sales Europe (based UK)
  • Country Managing Director Italy
  • VP Sales UK
  • Business Development Director (based in Germany)
  • Global Business Development Director Telco (based in UK)
  • On-Demand Sales Director EMEA
  • Channel Sales Director EMEA

Services

  • Service Delivery Director Nordics (based in Sweden)
  • 3 x Senior Consultant Southern Europe (based in France)

Enterprise Sales

  • 4 x Enterprise Sales UK
  • 4 x Enterprise Sales Nordics (Sweden, Denmark, Finland)
  • 2 x Enterprise Sales Germany
  • 4 x Enterprise Sales France
  • 2 x Enterprise Sales Italy
  • Enterprise Sales Netherlands
  • Enterprise Sales Turkey
  • Enterprise Sales Spain
  • Enterprise Sales Austria & Switzerland

Presales

  • 3 x Solution Consultant UK
  • Solution Consultant Germany
  • Solution Consultant Austria
  • Solution Consultant Switzerland
  • VP Solution Consulting APAC
  • Senior Solution Consultant USA

Marketing

  • Director of Marketing Northern Europe (based in UK)
  • VP Marketing Asia Pacific
  • Industry Marketing Director EMEA

During our time working closely with the CEO, the rest of the Board and the management team within hybris, they grew hugely – from $20m to $300m in revenues. Individuals we targeted and hired have been important enablers of this growth.

Key achievements have included: hiring the top performing Enterprise Sales individual in the company; transforming and turning around the UK business through the right leadership, Sales and Presales hiring; attracting top performers from the leading players in the sector at a time when a move to hybris was considered a move backwards; and hiring the team to enter the France, Italy, Spain and Denmark markets.