Who Would You Hire To Run Sales At A Security Manufacturer Startup?

Here's the scenario. You are a founder of a security manufacturer startup and you need to hire a head of sales to ramp up channel / distribution/dealer network, etc. Who do you hire? And by this, I mean a specific person. Feel free to recommend names and why. I am curious to hear and I think it would be a boost to your friend or colleague to suggest them.

Also, part 2 - what do you think are the main qualifications or criteria you would use for such a hire? A big one for me would be strong existing relationships with larger integrators, buyers and other industry people to help recruit a team and get into significant accounts. Agree/disagree? Others?

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*** ** ******* *****, ** ********? ****? *** ***** *******?

** ***** ****** ******* *** ***** *** ** **** * specific **** ** ******* ** **** **********

** **** **** ** ** ********* ******** *******, ** *** real ******* **** **** ******** ** ************* **** *** ***-**** hardware ** ********** *****.

******* *** ***** *** ** **** * ******** **** ** product

****'* ** *********** *****. ***'* *** **'* * **** *******, are *** ****** ***** ** ***** ******** ** **** *********** with ********** ******* ******** **** ********, ******* **** ** ***** to ******** ***** ***. ** ***** *** **** ******* *** understands ******* **** ** ***** ********** (********** *******, ***.) *** then **** *** ***** *** ********?

****, **** ** *** ****** **** ******* *** *** ***** relationships **** **** ** ******** ****** *** *** ***** ****** sold *** ******** *** *** ******* *************?

**** **'** ******* ***** *** ** ******* ******** **** *****, so * ***** **** ******* *** ***** *** ** *** software ***** *****, *********** *** ***** ** ***** *********, *** I ***'* **** ** **** **** * ********** ******* ** security. ******* *** ***** ****** *** ***** ***** ****** *** to **** **** - (****** ** ********** **** *** ************ software ******* ** ******.)

***** *** *** ****** ******* *****, * ***'* **** ** much ***** *** *************, *** ****** * ********** **** *** software ***** ** ** *********.

***** *******- ******* ****** *****

*** **** **** ***...

**'* * **** ********* ***** ***********, ********** ** ***-*** ******* growth *** * ********** *** *** ********* ******** ***** ** managed.

*******, ** **** ***** ****** *******'* **********:****'* **** ******** ****** ** ***

**'* * **** ********* ***** ***********, ********** ** ***-*** ******* growth *** * ********** *** *** ********* ******** ***** ** managed.

*** **** ******* ******, *** ******* ********* ** ****;** **** *** **** ** * ***.

* **** *** ******* *******.

* ***’* *** * **** ******* ** **** ******* ** where **** **** *** **. ******* * ******** ******** **** SaaS ******* ************ ** ****** ******.

******* **** ************ *** ** ******* ** * ****** *** manufacturer *** ***** **** ***** *************. **** *** **** ******* to ******* *** ****** ****.

******* **** ***** *********** ********* ***** *************, *** **** *** be ******* ** ****** ** *********** ******* ** ** *********** PROJECt *** **** ****. (*** ***** *** *********).

*** *** ********* ********* *** **** ******* ****? * ***** like ** *** * **% *****.

* ***** **** ***** ******* ** ** * ****. * too, ***** *** **.

* ***** **** ***** ******* ** ** * ****.

*’* *** ** ****, * ***** **** *** ** *** as * *** ***** *** ;)

** *** **** ***** ********'* *********** *********** ** *** ******* government!

****** ***** #* ****!

****'* *** ***** ** * ****** ** *** *****

** ***** *** ******* * ***!!!!!

* **** * *** ** ********** ** **** *****. *'** leave ******** ***** *** ** ** ***, *** * **** some ******** ** *** *****...

** **** ****** **** **** ** ******* - ****** ******* is * *** ********* **** ********* ***** ** ********* ***** from *****. *** **** **** ** ********** **** **** ****** market ** - ***** ********** ** *** *** *******.

** ****** **** ** **** **'* **** **** ********* ** pick ** **** ** ***** *** **** ******* *****, **** select * ***** ****** *************. **'* *** ****** **** ****** done, *** * ***** ****'* *** ***** ** ******.

** **** ****** **** **** ** ******* - ****** ******* is * *** ********* **** ********* ***** ** ********* ***** from *****.

**** * ***** ****. *** * **** **** **** ***** surveillance, *.*. *** ** ******* ** *********. ** * *** recommending *** * ***** ********* *******, *.*., * ***** *** neg * ********* **** ******* **** **** ******* **********. *** channel, *** ******* *** ********* *** ***** ******.

* ******'* ****** * ********* **** ******* **** **** ******* either, *** * ***** ** **** ********. * ***** **** even ****** ***** ************ ******* **** ********** ******* ******** ** a *** ********* **** ******* ******* ********. **'* ******** *** someone ** ****** **** *** ** *** *****, *** **'* often ***** * ******** *****. * ***** **'* **** ** how *** ****. ********* ******** ****** ***** **** ** ***** (there *** ********** ** ******.) * ***** ****** ******* ******** have ** **** *** ** ******** ******** *** ******** ***** and **** ***** ******.

***** ****** - ***** ***. *** *** * **** ****** sales *** ********* ********** ****** ****** **** ******* ***** *************.

******* ***** ***'* ***** *** *******, *****, **'* ***** *******. The **** ****** ** *** *** ***** *** ** *** together * ***** ****, *** ********* ***-**, **** *** ********* resources, *** **** **** *** ***** **** ** ********* *** plan. ** ** *** ****** **** * **** ******* ********* of *** ******** *** ***** ***** *****, *** **** *********** a ********** ** *** *** *** "***** **** *** *****".

**** **** ************ **** ***** ***** ********, *** **** *********** qualified ****** ***'* ****.

*** ** *** **** ***** ****** * **** *** ***** faint ** *** ******* *** ** *** *** ** **** a ***** ****, *** *** *** * ****** ******* ******, who ********** ****** ***** *** ******** ** ****** * ********, knew *** ** *** * ****, *** **** ***** *** results.

** ******** ****, "******* ******* ***** ********* ** ****!"

* ***** **** ****** * **** ** ***** **** *** strong ******** ************* **** ***-*****, ***********, *** ***** *********** *** be *******, *** *** ***** ** **** ** ***** ******* overrated.

* **** **** ******** ***** ***** * ***** ****** **** top ******* (#* ** #* ** ****** *****) ** ***** away ** * *****-** ** ******* ******* (#** ** ****** share) ** *** ***** **** *** *********** **** ** ** she *** **** ********.

***** *** ******** ************ *** *** *** *********** ** *** door *** *** ***** ****, *** ****** ** *** ******* and ******* ******* ***** *** **********. ** ** **** **** someone **** ****** ** * ******-***** ******* **** ******* ** a ******** ******** ************. ***** * *****, *** *********** *** find **** ** ** **** ** **** *** * ****** call **** ****** *** ** ** *** ********** ******* ** as *******.

*******, * ************ ********.

*****, ** ** *****, * ***** ** ***** ** ***** if *** ***** ****** *** *** *** ********* *** **** has *** **** ** **********, *.*.:

*** ****** ** *** ******* *** ******* ******* ***** *** themselves. ** ** **** **** ******* **** ****** ** * lesser-known ******* **** ******* ** * ******** ******** ************.

* *** ** *****, **** ** ****** ** ***** ** hard *** ****** ** **********, *** ** * *********** ** lack ** ********* ** ** ****, **** ** **** *** often **** ** ********. ****** ****, ***** ** **** ******* in ******* **** *********** ** ********** ** ***** *** *** previous ******** ***********. ********, ** * *********** ******, *** *********** can ** *** *******'* ***************, ** ***** ** **** ********* and ******* **** *********** *** *******.

*** ***** *** ** **** ** ** ** ** **** at *** ******* ********* ** *** ********. ************, **** **** large *** ****-********** ***** ******. ** *** ******* *** ******* spoke ** **** ****** ** **********, *** ***** ** **** money ** ****?

******* * ****'* **** ** ******* *********. *** ***** * am ******** ** ******* *********** *** ***** * ******* **** Lenel ** **** ** **** * *****-** ****** ******* ** video ******* *** **** ****** ***** ******** *********** ** ******* their *** ******* **************. ** ** **********, **** **** *****'* happen.

*** **** ********* ** **** *** *** ******* ** ******** a ******* **** ** ***** * **** *******, ***** ** quite ****. *** **** ***** **** ***** *********** **** ** yet ******* ****** ******* **** ** *** ******* ****** ****, despite *** ******** ************ **** *** **** **** *** ****** selling **.

*'* **** **** **** ** *** *****.*** ******, **** **** some ********* *****.

**** ******* **** *****.***. *'** **** ********* **** *** * few ***** *** * *** ****** ********* *** ** ***** out ** * ******** ** **. ** *** ****** **** if ** ** ********** * "********" ** *** ** *** types **** ***** ** *** ***** *** **** ***** ****** like * **** *** (***** ** ****?) ** **** *** on ********* ********, *** ***** ******* ********* *** ** ****** courteous, ******** *** **** ********** ******** * **** *********, ***** very *************, *** *** **** ** ******** ** *** ********. It ***** ** ********* * ***** **** ********** ** ** salesteam. **** * ****, ** *** **** ** ** ** really **** ******* ***** ** *** *** ** **** *** alot **** *** *********** *** *********.

***** *******, ******* ****** *** ********* ***** *** ** ****. All **** ********** ** ******** ***** ************ ***** *** ******** access *******, **** ***, ** ***** ** ******* *********. *** are ************ ** **** *** ***** ***** ******** *** *** have ********** ******* ** * ************* ***********. *** ***** **** been ** **** ** *** **** ** ********* ********* *** were ** ****** *********. **** **** ********** **** **********, *****-*******, problem **********, ************ ****** *** **** ************ *** ********** ** all ******* ** *** ****.