Congratulations to our Singapore team for the following recent success. The client, a global provider of advanced authentication and transaction signing solutions, needed to re-set its Asia Pacific leadership with a new Vice President. The incumbent leader had established their Asia business a year prior but had gained only minimal traction.
The search was highly confidential. The Client selected BMES due to our substantial relationships in Asia’s security industry and our track record of successfully supporting numerous startups to enter and grow here, many of them confidential searches.
To identify the right candidates we methodically catalogued all companies selling or having sold similar products to banks and financial institutions. From these we identified over 70 potential candidates and further narrowed this to a shortlist of three, grading for product experience, channel relationships, regional market understanding, management of sales pipeline, sales track record, and cultural fit.
Through the course of the project our biggest challenge was managing a misperception in the market that our Client’s product line was limited to just one solution. We prepared and organized materials outlining company history, full product line, and product road map. From this we succeeded in generating interest from key candidates who had initially declined our approach. In the end the Client was able to make a strategic hire from a direct competitor, settling on a younger, high-potential sales leader with a successful track record in selling authentication technology solutions.
The Client expressed appreciate for our team’s understanding of the market and various countries across the region. At the conclusion they said of the candidate: “He is demonstrating focus and an ability to keep his sales pipeline updated and tracked. He is pushing the partners to do the same. He is also bringing energy and identifying ways to improve partner engagement. These are all very good things and we look forward to further developments over the coming months.”