Driving Regional Growth: APAC Sales Leadership Recruitment Success‍

Brocade Communications, a global leader in data and storage networking solutions, operates in a highly competitive technology market. In November 2016, Broadcom, a Singapore-based chip maker, acquired Brocade for $5.9 billion. Renamed Broadcom Inc post-acquisition, the company competes daily with industry leaders such as Cisco, HP, and Juniper Networks.

In light of the acquisition, Brocade faced new challenges and identified the need for a pivotal leadership role—a Director of Sales for the Asia-Pacific (APAC) region—to drive regional expansion and strengthen its sales functions.

Strategic Recruitment for APAC Market Expansion

The acquisition of Brocade by Broadcom presented opportunities to enhance its presence in the APAC region. However, the company faced significant challenges:

1. Expanding Regional Sales Operations:
   Brocade required a leader capable of managing a growing client base while identifying new opportunities in a competitive market.
2. Finding the Right Expertise:
   The role demanded a professional with a strong understanding of technology sales, customer retention strategies, and regional market dynamics.
3. Accelerating the Recruitment Process:
   Time constraints necessitated an efficient hiring process that didn’t overburden Brocade’s internal HR resources.

Recognising these challenges, Brocade partnered with Think & Grow, an executive recruitment firm with extensive experience in technology sector hiring and APAC market leadership.

Think & Grow’s Approach to Recruiting a Director of Sales for APAC

Think & Grow worked collaboratively with Brocade’s global and regional offices to develop and execute a tailored recruitment strategy:

1. Understanding the Role’s Requirements:
   Think & Grow liaised with Brocade’s leadership to gain a deep understanding of the role’s unique demands, including technical knowledge and sales leadership expertise.
2. Extensive Market Mapping:
   Leveraging its vast networks, Think & Grow identified over 20 high-caliber candidates, including internal and external prospects.
3. Rigorous Candidate Evaluation:
   The team conducted in-depth interviews and task-based assessments to ensure candidates met Brocade’s criteria for experience, vision, and cultural fit.
4. Clear and Consistent Communication:
   Think & Grow maintained regular updates with all stakeholders, ensuring alignment and transparency throughout the recruitment process.

Exceptional Results in Executive Recruitment for the Technology Sector

The collaboration between Brocade and Think & Grow delivered outstanding results:

• Fast and Efficient Hiring:
  The recruitment process was completed in just four weeks, from identifying candidates to finalizing the hire.
• High-Quality Placement:
  The selected candidate possessed the technical knowledge and sales acumen necessary to lead in the APAC region.
• Streamlined Collaboration:
  Think & Grow ensured global and regional teams were aligned, enabling seamless decision-making and execution.
• Minimised Strain on Internal Resources:
  Brocade’s HR team was able to focus on other priorities while Think & Grow managed the recruitment process.

Client Feedback: How Think & Grow Exceeded Expectations

Ben Hickey, Senior Director of Network Development Services at Brocade, praised Think & Grow’s approach:

• On Expertise:
• “The value they brought was running a focused process from start to finish—keeping everyone globally on the same page with short, sharp, succinct summaries of progress. Think & Grow was invaluable in aligning expectations and crafting a competitive package to attract the right person.”
• On Efficiency:
• “We considered over 20 quality candidates, interviewed five, and made a decision in about four weeks. That was really, absolutely excellent.”

The successful candidate also highlighted Think & Grow’s professional and supportive process, emphasizing their dedication to ensuring a positive experience for all parties.

Key Takeaways for Brocade Communications’ Success in APAC

This case study demonstrates Think & Grow’s ability to deliver transformative results for companies navigating growth in competitive industries. By combining a strategic recruitment approach with deep market knowledge, Think & Grow enabled Brocade to secure a sales leader equipped to drive regional expansion and ensure long-term success in the APAC market.

For more information on how Think & Grow can support your organisation’s talent needs, visit Think & Grow.

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