How to interview software sales professionals.
 

How to interview software sales professionals.

Originally founded in London in 1993, Henry James was one of the first specialist IT sales recruitment boutiques sourcing sales talent for IT companies expanding across EMEA.

We provide sales leaders, sales executives and sales support Consultants in niche markets for technology vendors navigating the bridge into and across EMEA, by either market entry or local expansion.

 

What we do

Our top 3 IT Sectors

Vendors – software & telco
IT Services & Consultancies
CIO office – end user IT

Our top 3 Roles

Sales leaders – VP & regional
Individual contributor sales
Consultants – pre, post, CSM

Our top 3 GEO Locations

Germany/DACH
UK & Eire
Benelux & France

Our Niche IT Markets

Big data & analytics
Cyber security & Infrastructure
Business application software

Services

Retained Executive Search

We come from an executive search background – a necessary training for mapping, targeting and discreetly approaching fast track high performing sales executives in niche markets.

This approach has served our VC/investor clients well who seek competitor and market intelligence in addition to A Player Candidates with niche I.T. and business sector experience, or for more established I.T. brands entering new territories across Europe.

Assessment – Psychometrics

We help de-risk the hiring process for our technology clients by providing Candidate psychometric testing aiding them to select and subsequently manage and develop key sales professionals.

 

Contingent/no cure, no pay

While this is more common in the U.S. than continental Europe, we do provide this service when appropriate i.e. depending upon the niche market and client proposition.

As we track talent in key I.T. markets, this service allows us to provide an experienced sales candidate who has decided to look for a new opportunity, for example, as a result of a company sale or merger.

Some of our high engagement relationships and retained customers commenced with a ‘no cure, no pay’ service.

 

The Team

Chris Neale
Partner

Chris led EMEA IT executive search businesses as a Director with Norman Broadbent (BNB plc), Harvey Nash and Neumann International in Frankfurt, Amsterdam, London and Vienna following a career as a Sales Director in the software industry.

A British national, he speaks Dutch and has a good working knowledge of German having studied at the Universiteit van Amsterdam and the Goethe Institut in Hamburg.

A hands on recruiter and founder of the IT Sales boutique Henry James, Chris has built a twenty year network of top IT sales talent across Europe.

Catrina Neale
Partner

Catrina’s career combines technology sector experience at Liberty Global plc (Virgin Media, Unity Media, CWC, UPC, Ziggo) with previous sales leadership roles in financial services and retail.

A British national, her international experience has focused on Benelux, UK & the Germany/DACH region. Catrina brings 20+ years expertise in project delivery and client care in both boutique and corporate environments.

Julia Jameson
HR Advisory

Currently leading coaching, development & succession planning globally for one of the world’s largest professional services firms, Julia provides strategy and practical advice for HJC’s integrated assessment & psychometric testing services.

IT vendors and investors are increasingly demanding in depth human capital diligence to de-risk the critical sales hire sourcing process and improve the onboarding, integration and ongoing development of their key sales hires.