[Company] is a software company focused on developing the major next generation policy enforcement infrastructure and system software. [Company] provides large enterprises with active, policy-driven control of information network used anywhere by employees, contractors and partners.  Our policy management platform and universal enforcement solutions enable centrally managed information network control policy across all applications, data and digital business processes.

The Sr. Consulting Engineer serves as a key highly visible member of Customer Solutions team. You will work closely with customer utilizing your technical expertise in understanding their information security and compliance requirements, architect and design a solution to solve their business needs. You will work on diverse project across multiple industries. This provides exceptional professional growth opportunity.

Ideal candidates will have 3+ years of enterprise software and large information security infrastructure consulting using windows administration skills or security expertise with excellent interpersonal and communications skills. This position offers excellent technical career opportunity for eager and motivated candidates.

Job Responsibilities

• Working closely with customers to design solution to need information security and compliance needs.
• Provide in-depth technical knowledge and development expertise during pilot, proof of concept stage, or enterprise wide deployment.
• Performing portions of integration technology architecture and infrastructure design activities
• Implement security solutions at the customer site using [Company] software.
• Train customers in the use, administration, and customization of the software
• Install and configure [Company] software at client premises
• Demonstrate knowledge of client’s issues, industry, and business operations.
• Ensure an ongoing client satisfaction focus from all team members.
• Contribute to the identification and development of service offerings, methodologies, and intellectual capital.
• Uses professional concepts in accordance to solve complex problems in creative and effective ways.
• Works on complex problems where analysis of situations or data requires an in-depth evaluation of various factors.

Position Requirements

• 3+ years work experience in pre-sale/professional services organization using Windows System Administration skills or Information Security specialist role, or systems integration knowledge.
• Hands on knowledge one or more of the following: Active Directory , SharePoint, LDAP, SQL, IIS, Exchange, IIS or ECM.
• Outstanding analytical and communication skills.
• Eagerness to contribute in a team-oriented environment
• Experience with common scripting languages, Java, or .Net
• Travel as required to client sites

Interested and qualified candidates are encouraged to submit their resume to Careers@DeanTracy.com for immediate review and consideration.

Thanks!

Summary

The Director is expected to drive operational excellence in service delivery, manage profitable programs, and foster the growth for national and/or strategic clients. The Director of Program Operations is responsible for overseeing Master Vendor programs and the centralized operational support for strategic supply accounts. The Director will oversee a group of program managers and related teams assigned to one or more national and/or strategic clients where [Company] is the Master Vendor.

The Director will also oversee a team of operational account managers who align the service delivery of field offices and home office functional areas as well as provide a single point of contact for national and/or strategic accounts where [Company] is a supplier. The Director will oversee an independent team to ensure service delivery compliance.

Responsibilities

• Oversee client Master Vendor programs
• Oversee central account operations management for national / strategic supply accounts
• Own the client on-site / vendor on premise service delivery model and drive related results
• Transition field / local run programs to strategic programs, as appropriate
• Ensure service delivery compliance with client contract and expectations
• Build operational capabilities to meet client/market needs. Install and maintain framework for successful and consistent execution.
• Drive operational efficiency and continuous improvement of account profitability
• Provide best in class program service delivery to protect and grow existing clients and provide a platform for new wins
• Establish and drive client on-site / vendor on premise best practices across organization
• Collaborate with the TAPFIN line of business in the design and execution of hybrid / cross line of business client programs
• Participate in the sales and solution process in winning new clients

Qualifications

• 5+ years in management role
• 5+ years responsible for directly managing a service delivery team
• 3+ years in a sales support or business development role
• Bachelors Degree

Skills and Abilities:

• Strong leadership skills
• Strong mindset around processes, technology, …
• Client facing
• Ability to influence, negotiate
• Ability to establish and manage client expectations
• Ability to build and maintain an operational unit

Attributes and Competencies:

• Demonstrated ability to drive results
• Demonstrated independent critical thinking and judgment in delivering services aligned with client
• Demonstrated ability to articulate the “how” (operational method) tailored to the audience (client, management, team, Field, …)
• Ability to design and execute solutions
• Ability to resolve conflict and problem solve

Location & Travel

• Location: Milwaukee area preferred, but not required
• Travel: 50%

To Apply

Interested and Qualified candidates are encouraged to submit their resume to Careers@DeanTracy.com for immediate review and consideration.

Thank you!

Responsibilities

• Achieving profit results consistent with predetermined forecast/expectations
• Effectively managing the recruitment, training, development and compensation of regular staff
• Implementing, monitoring and managing the Corporate Service Standards, including the Quality Performance Program, and
• Implementing, monitoring and managing a consistent business development program within an assigned territory to achieve predetermined expectations.
• Provide overall supervision and counsel to staff.
• Manage the Recruiting Managers in the area of recruitment, selection, compensation, training and evaluation of regular [Company] staff.
• Implement and monitor the Corporate Service Standards, including the Quality Performance Program, for all services offered.
• Provide overall direction, through management of staff, for the recruitment and retention of contract employees.
• Develop, implement, and manage a detailed business development program of personal sales calls, telephone sales, direct mail, office administration and public relations for assigned territory.
• Prepare a yearly forecast of projected sales, gross profit and net profit (included in the plan is a budget outlining all expenses necessary to achieve the desired net operating profit).
• Oversee bill/pay structure to ensure a proper gross profit level in each office.
• Determine customer credit extensions with assistance from the Corporate Credit Department.
• Implement corporate collection policies and procedures.
• Review and analyze all financial and general management reports, e.g., financial statements, gross profit flash-reports, sales analysis, accounts receivable aged reports, etc.
• Prepare various periodic reports to corporate management on area activities and forecasts.
• Conduct regular permanent staff meetings to ensure good communication within the local organization.
• Inform employees of [Company's] strategies, objectives and results locally, regionally and nationally.

Qualifications

• Bachelor degree is required.
• Five plus years experience in business development and sales management in a service industry.
• Three plus years experience in management with responsibility for managing people and/or special projects.
• Proven ability to analyze, plan and synthesize information into an overall strategy.
• Ability to utilize informal lines of authority to advise, counsel, guide and develop (i.e., through coaching, training, etc.) branch managers and their direct hire staff.
• Superior influencing and negotiation skills.
• Project management expertise.
• Excellent communication, presentation, follow-up and interpersonal skills. Travel to potential/existing client locations as required.

To Apply

Interested and qualified candidates are encouraged to submit their resume to Careers@DeanTracy.com for immediate review and consideration.

Thank you!

Responsibilities

• Responsible for leveraging across functional resources from corporate office as well as other staffing areas to analyze the local metro market as a means to identifying and focusing the team on capturing market share.
• Provides overall supervision and leadership of staff employees including Managers, Sales Executives and Operational staff, including clear expectations and accountability.
• Maintains communication with staff regarding Manpower’s strategies, objectives and results to drive alignment.
• Ensures strategy is in place and executed for the recruitment and retention of associate employees.
• Develops, implements, and manages a targeted business development program to capture and maintain sales opportunities which define and grow Manpower’s local market share.
• Participates on influential and visibly strategic local and community organizations to improve [Company's] leadership position within the assigned metropolitan area.
• Prepares a yearly forecast of projected sales, gross profit and net profit (included in the plan is a budget outlining all expenses necessary to achieve the desired net operating profit).
• Oversees bill/pay structure and decisions to ensure a proper gross profit level is maintained for the region/metropolitan area.
• Implements collection policies and procedures which align with corporate expectations.
• Implements and monitors the Corporate Service Standards, including the Quality Performance Program, for all services offered.
• Analyzes all financial and general management reports, e.g., financial statements, gross profit flash-reports, sales analysis, accounts receivable aged reports, etc.. in order to make appropriate business decisions to achieve stated goals
• Prepare periodic management reports on area activities and forecasts as required.

Qualifications

• Bachelor’s Degree is required. Master’s Degree is preferred.
• Five plus years experience in business development and sales management in a service industry.
• Three plus years experience in management with responsibility for managing people and/or special projects.
• Proven ability to analyze, plan and synthesize information into an overall strategy.
• Ability to utilize informal lines of authority to advise, counsel, guide and develop (i.e., through coaching, training, etc.) branch managers and their direct hire staff.
• Superior influencing and negotiation skills.

To Apply

Interested and qualified candidates are encouraged to submit their resume to Careers@DeanTracy.com for immediate review and consideration.

Thank you!

The Inside Sales Representative (ISR) is responsible for prospecting, penetrating target accounts, expanding product sales within the installed base, and closing smaller sales. The ISR works as part of a territory team with outside territory manager and a variety of resellers/partners. This individual must understand prospect/customer environment from both business and technical perspectives and relate those to [Company's] solutions. Experience with solution selling in the security software space is highly desirable.

Duties/Responsibilities

Lead Generation

• Follow-up and qualify inbound leads
• Research companies and contacts for cold call lists using historical lead information, company web site, articles
• Outbound cold calling to target accounts
• Work with Marketing to follow up on specific campaigns
• Set appointments with key decision makers at prospect accounts

Build Pipeline

• Qualify and nurture leads into opportunities
• Nurture early-stage opportunities through the sales cycle
• Schedule, facilitate, and introduce demos and meetings
• Qualify, enter into pipeline, and close small deals

Expand Existing Customer Sales

• Check in on status following new sales and qualify for additional opportunities
• Routinely check in on customer satisfaction and to qualify for additional product/service sales

Partner Enablement

• Pass and monitor leads and opportunities
• Assist with end-user engagement
• Help partner understand and articulate [Company] value proposition and positioning

Outside Territory Support

• Coordinate meetings and schedules
• Prepare and send quotes and other collateral materials
• Prepare final documentation to book sales

Reporting

• Track and manage leads, opportunities, and customers through salesforce.com
• Report on sales activity, sales forecasts and other quantifiable sales objective measurements

Qualifications / Requirements

• 5+ years of experience with software sales, preferably in the security market
• Proven oral and written communication skills
• Strong work ethic, ability to adapt to rapidly-changing environments
• Proficiency with WebEx and Salesforce.com
• Knowledge of Microsoft Office applications
• Easily adaptable to a fast-paced environment
• Proven ability to generate pipeline and close sales

Education

College degree in business desirable, equal professional experience acceptable

To Apply

Interested and qualified candidates are encouraged to submit their resume to Careers@DeanTracy.com for immediate review and consideration

Thank you!

Chances are good that if you’re being invited back for a second round of interviews, then you’ve made a good initial impression and have something that they want. That said, besides charisma and all of the right answers to their questions, what will you bring to the interview that will impress them enough to use your interview as the standard against which to grade all other candidates?

Answer: Your 60/90-Day Strategic Plan

During your first interview, you probably heard all about the pain-points that are driving the hiring manager crazy. This includes project deadlines, technology initiatives, budgets, client visits (if you’re in Sales), revenue goals and so on. Additionally, you may have noticed that they never seem to have enough people on staff!

If you’ve asked the right questions in your first round of interviews, and you are truly excited about this potential opportunity, then you should have a pretty good idea as to what you will do to be successful in this role. You should be able to identify at least a 60/90-day strategic plan, based upon your knowledge of the role as it is today.

If used carefully and properly, your strategic plan can be “The Difference Maker” for you in your second round of the interview process.

Three of the primary factors that demonstrate your value proposition, and will drive your success in this new potential role are as follows: having a vision / overview for the job, establishing trust with clients and colleagues, and being able to identify and set goals and objectives. Let’s go into each of these in depth.

Vision / Overview

Based upon what you have heard in the interview, you should know the vision / overview of the department or company. What impact will you make within your first 60/90 days that can be tied back to the company reaching its goals?

Consider the following when drafting your plan:

• Know the Product - Establish a working knowledge of products or services to create long-term value in your employment.
• Be Credible - Become a leader among your peers by spearheading initiatives, collaborating with the leadership team, or presenting to your department.

Establishing Trust with Clients and Colleagues

Establishing trust is essential for success in any role. What will you do to establish a high degree of trust within your piece of the company or amongst your peers?

Consider the following when drafting your plan:

• Make Introductions - Meet with key stakeholders in the company or department. This is beneficial on all fronts. It offers an opportunity for you to demonstrate your skills, but also allows you to get their perspectives on the company and projects.
• Share Expectations - Understand the leadership team’s expectations. This is paramount to your success.  Investigate revenue objectives, if possible, to set your personal goals.  Think about setting “best practices” that may be beneficial to the company and your role. This will include understanding client needs and identifying what may have been learned from any mistakes along the way.
• Create Buy-In and Set Priorities - Identify how you will partner with the leadership team to create attainable goals for success.  Fully understand the company mission statement and be able to share it with others. This represents a degree of commitment and clarity on the corporate goals.

Goals and Objectives

Setting goals and objectives is simply good business practice. You need to fully understand your new role in order to be successful, and you must approach it as a business. In doing so, it’s critical that you identify your personal goals and objectives for success in this new capacity.

Consider the following when drafting your plan:

• Determine the Objectives - Educate yourself daily on a new aspect of the company, the expectations or the job.  Establish product expertise within the first 30 days of employment.  Build cross-departmental relationships with departments that are responsible for supporting your success.
• Shape a Methodology - Identify the steps that you will take to accomplish your objectives. For every objective that is listed, you should have a supporting methodology for the accomplishment.
• Reflect on Success - Identify how you will evaluate or measure the success of your contributions.

Setting yourself apart from the rest of the candidates is mission critical to having a lasting impact on the person or team that is interviewing you.

No doubt, you’ve heard the phrase “raise the bar.” My perspective is that the candidate before and after you can raise the bar all they want. By entering into the second round interview prepared with a 60/90-Day Strategic Plan, you are sure to launch yourself over any bar that is set before you!

Go get’em!

Here are a six simple, thought provoking ideas that will help you in your search efforts.

1. Your Story

You must be prepared to explain your background to include reasons why you may have left a company. Never bash your co-workers or your previous boss. Explain with confidence the reason that you are making or have made a career change.

Your career change or transition may take several different directions. Be prepared to discuss the reason for which you are taking your career in a certain direction or market segment.

Lack of conversation reflects lack of interest. Be prepared to incorporate the storyline of your background into their organizational challenges.

2. Understanding Compensation

Know the difference between your “Needs” versus “Market Trends” and your “Value” to the company. Your financial “Needs” are of no importance to the hiring manager or the hiring company. They care about your success, but they are not accountable for your financial responsibilities.

You should know what the “Market Trends” are for the position that you are interviewing. This information can be collected from a variety of websites and market research. This dollar amount is usually defined by what the market will bare for your position. Keep in mind that this will also depend on the size of the company, to include revenues, headcount, geographic location etc.

The “Value” that you bring to the company is one that only you can define and present to your prospective employer. This will be based upon your demonstrated experience as determined by contributions that you have made in your previous roles. You will want to capture and reflect revenues that you may have generated, corporate costs and expenses that you may have managed or saved and/or numbers of people or clients that you have supported.

Understand acronyms such as OTE and MBO. OTE = On Target Earnings. This is what your total compensation package is, including annual base salary, bonuses etc. MBO = Management by Objective. This is typically used to identify a percentage of your annual base and may be paid quarterly or once a year.

3. Commute Threshold

How far are you willing to commute to get to work every day? Some candidates will use this threshold to represent “miles” and some will use it to measure total “road time.”

4. Willingness to Travel

This will usually depend on the position that you are applying for. Your previous experience will be a true indicator to consider. You should also carefully consider the impact that this will have on your family and personal lifestyle.

5. Value Proposition

You need to be able to address the “value” that you bring to the company. Be prepared to share your skills and accomplishments and discuss ways that they benefit the company.

Problem – This will reflect the specific problem, challenge or situation that you are faced with. The way you would describe this is in the form of an overview or summary. Action – This represents that activity that you took to address the problem, challenge or situation. Describe your methodology or process that you took to drive results and deliverables. Results – This is where you define the success or accomplishment of your action. Use this as an opportunity to share how you evaluate the end result.

6. Management Style

Be prepared to share and discuss the environment or culture where you can be the most productive. Are you most effective in a chaotic, fast paced, high stressed environment? Do you bring a calming influence in a chaotic setting? Are you detail oriented, driven by reports in a micro-managed matrix driven management structure? Be prepared to describe your typical activity in a normal work day.

If you do your homework well, you will be extraordinarily successful in your interview. It will become easy for you to open new doors of opportunity towards landing the job of your dreams!

Go get’em!

• Review the company website to get to know them and their product.

• If possible, review their Support Page and White Papers at (http://support.[companyname]com)

• Have a copy of your resume in-hand or available so you can discuss any questions that they may have.

• If Possible, have a copy of the email that your Recruiter has sent the Hiring Manager with your resume. This most likely has your availability and compensation posted.

• The hiring company usually likes people who take initiative and are good self-starters. That said, please be ready to discuss any projects that may show your initiative and capability to work with no supervision.

• Your first interview may be very technical, so be ready to address technical issues or questions that they may have.

• Be ready to ask them some questions – This shows that you are interested in them, their product and their success.

• Lack of conversation demonstrates lack of interest. Challenge them or ask difficult questions on their product.

• Relax – The hiring company must feel that you are somewhat qualified, or they wouldn’t take the time to interview you. The interview is a conversation.

• At the end of the interview, be sure to ask the million dollar question that nobody else will likely ask – It’s this, “What is it that you are looking for in order for the candidate to be successful in this role?”  This will allow you to craft your answers around the discussion, best qualifying you for this opportunity!

OK – Now it’s up to you….

Go Get’em!

Value Proposition – We know that Hiring Managers will (typically) only look at a resume for, not more than, 15-18 seconds, so your intent must be to immediately capture their attention and promote your value proposition in a way that is memorable.

Presentation – The most promising way into your next employer is through a personal contact that is excited about your background and willing to make the professional introduction, but they won’t do it if you have a sub-standard resume.  Managers would rather hire an outstanding candidate who is being referred to them by someone in their professional network, than to hire an “online unknown.”   In other words, resumes that are written to be scanned and include a bunch of “Keywords” are not as likely to be as effective as one that you can hand-off to someone in your network.

Perception – The presentation of your resume is usually a direct representation of your professional traits.  In other words, if your resume is detail oriented, organized, clear and articulate, then they will presume that this represents your work habits.  If not, then……

Just the Facts – You never want to be in a position to “Defend” your resume – Your resume should be Evidence Based, not Claims Based – It should be Fact Based, not Story Based.

Time is Money – Time is your enemy, and for every day/week that you are searching for your next professional opportunity, it’s impacting your income!  You need a resume that can have high impact with your target companies and hiring managers!

I hope that you will consider taking steps to making sure your resume is the best it can possibly be!

Here’s wishing you all the best in your search efforts.

Go get’em!

As I have been working with candidates and clients at a National level for many years, I am asked several questions each week about the job market such as, “What do you think is happening in the job market today, is it getting better or worse?” — “Do you think that the market will turn around?” — “It’s really tough out there, when do you think all of this will come to an end?” — My all-time favorite is, “Do you think we’ve hit rock bottom yet?”

There are many suggestions that I have for clients who tend to become way too analytical about the details of the data, but the true indicator of the job market, as far as you need to be concerned, is what you make it to be.

The five points below are critical for you to list and to remind yourself of daily as you manage your own personal job transition or search strategy:

1) Ignore the news

You cannot allow the media to hold you captive to being successful in your search.  Do not try to manage something that is out of your control.  Rise above it!

2) Get out of the house

It has been proven that networking is the single most effective way to increase your visibility and your odds of making progress into your target companies. Staying indoors, trying to work the search boards is likely not going to the way to success in your search efforts.

Sign up with different nonprofit groups and engage in serving the greater community beyond the walls of your own home, and never refuse an invitation to a BBQ – You can use this time to make new introductions, expand your network and leverage the event to support your search strategies, introducing people to your background and letting them what your professional goals are.

People want to help you, they just don’t know how. If you get out and get in front of people, this affords you an opportunity to expand your network and increase your odds of connecting to a “Person of Influence.”

3) Be flexible

Don’t limit yourself into one discipline and don’t take your accomplishments for granted.  Look deep into your resume and remind yourself of the diversity in your skills and experience. You have completed and accomplished many tasks that were all inclusive to the role of one job, and this is your opportunity to “toot your own horn.”

4) Remember that you are always interviewing

You never know when your next hiring manager is going to be at the same event or function that you are attending. Your reputation and behavior outside of the workplace can have a huge impact on the success in your job search or can serve as a huge liability in your efforts.

5) Be encouraged / Remain positive

You are entitled to feel bad and depressed during your term of unemployment, but you never want to allow it to get in the way of maximizing your momentum in moving forward.

Remind yourself often that you can do your job better than anyone else, and you bring value to the next company that is fortunate enough to hire you!

Brand yourself as a “Solution Provider” to your next employer. If you are in an interview, you are there because that company has a need. View this interview as an opportunity to stress your capabilities to bring value to the company.

Make the best of your situation, embrace the challenge and ask yourself one question as follows, “Am I going to have a great day today, or do I have other plans?” Other plans cannot be an option!  You are wired for Success!

When all is said and done, YOU are the only person that can be responsible for the way that you choose to address the question about the employment market. The jobs are out there, but you will only be able to increase your visibility and odds of success if you are willing to color outside the lines, get in front of the right people and remain positive through your individual journey.

Go get’em!