Imperva Case Study

I’m impressed [with Finlay James] – finding a candidate who can balance the local culture but integrate with a US firm is tough.

– Imperva

The Challenge

Imperva are a NYSE listed software company. They are a provider of cyber and data security products. With an integrated security platform, Imperva data center security provides tools to combat attack, theft, and fraud, mitigate risk, and streamline regulatory compliance.

Due to recent restructure, Imperva required an Area Vice President Sales (AVP), for the D-A-CH region to join the Global Field Sales Team.

The challenge was to find someone who could:

  • Manage sales team in the specific region.
  • Drive opportunities at the strategic and tactical level.
  • Work with sales teams in territory planning.
  • Understand the specific cyber security market.

The Solution 

By choosing to work with Finlay James on a retained basis, a team of specialists were able to dedicate the time needed to research, and proactively approach candidates from a selected field of software vendors from the competitive landscape.

Communication and transparency was key to the success of this hire. The search required many levels of refining, and eventually after thorough consultation, the outline of the profile was agreed.

The trust was put firmly in Finlay James’ hands, who approached the search on a managed service, whereby after 2 months of search time, a shortlist of 5 candidates were presented to the board.

2 of the 5 candidates shortlisted were obtained through Finlay James’ unique existing database.

3 of the 5 candidates shortlisted were obtained through executive search.

The Outcome

A successful placement of Imperva’s new VP of Sales DACH region.

The VP now looks to further expand the DACH region with responsibility for future growth of multiple senior sales heads, as Imperva looks to become champions of DACH under their leadership.

What They Said

“Our new VP is an absolute diamond. He took ownership from day 1, he has a German mentality but global viewpoint. I’m impressed – finding a candidate who can balance the local culture but integrate with a US firm is tough.”

Spencer Young – VP EMEA, Imperva