Leading IoT Connectivity Provider, SVP Worldwide Sales

Sector: Technology Innovation
Location: London, UK

THE CHALLENGE
Miramar was mandated by the CEO of a leading IoT connectivity provider to appoint an SVP Worldwide Sales to establish their GTM strategy, build effective channel partnerships and deliver impressive growth. Until this point, the business had grown incrementally through a technical product sell, but now required a solution-sales approach to truly scale. In order to engage the C-Suite and land larger enterprise deals, a proven player-coach figure was required.

THE SOLUTION
Miramar was chosen for its track record across M2M & IoT and SaaS sales transformations. Having supported a range of enterprises to monetise sensor data, we were able to traverse the competitive and complimentary landscape, incorporating OEMs, service providers and industrial end-users. In order to benchmark the strength of sales talent within the IoT ecosystem, we ran a concurrent search across wider ‘as-a-service’ marketplaces.

THE RESULT
• Two shortlists delivered within four weeks, presenting the top IoT & SaaS candidates fit for purpose
• Two executives deemed eligible for offer, triggering a useful debate with the first-choice hire successfully secured

Our work was successful in securing a candidate to support our client’s sales transformation from sim-to-solution sales. The business has gone on to land record deal-sizes and as a result Miramar have been retained on a further leadership appointment to further industrialise their product.

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