Global Account Transformation (USA, Germany, Spain, Switzerland, & UK)

Sector: Global Account Transformation (USA, Germany, Spain, Switzerland, & UK)
Location: Global

THE CHALLENGE:

Miramar was hired by a $2.5 billion global IT Services provider to transform their EMEA and US global account leadership and recruit leaders for key accounts, including Deutsche Telekom, Novartis, Santander, UBS, and Volkswagen. With the company transitioning to a service-focused portfolio, there was a need for commercial leaders skilled at selling a broader range of services to target customers. Emphasis was placed on recruiting sales talent from systems integrators, consultancies, and outsourcing firms, known for their customer-centric approach.

The company sought leaders for regional business units and Global Account Directors capable of building strong relationships with major accounts.

 

THE SOLUTION:

Miramar conducted a global search for leadership talent within their direct competition. In addition, Miramar identified global account leaders in Germany, Spain, Switzerland, the UK, and the US, who were responsible for Deutsche Telekom, Novartis, Santander, UBS, and Volkswagen.

Following successful identification, engagement and assessment, Miramar used its existing network to soft reference the leading candidates within the target customer base.

The structure of the project was to hire regional leaders followed by Global Account Leaders in the relevant geographies.

 

THE RESULT:

The results of the executive search process included the hiring of Vice Presidents to lead the EMEA and US regions.

Additionally, Global Account Directors were successfully recruited to oversee accounts such as Deutsche Telekom, Novartis, Santander, UBS, and Volkswagen.

Furthermore, the project yielded valuable competitor and customer intelligence, providing insight into how customers perceived the business and the success of competitors within the target accounts.

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