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The client

Radware is a global leader of application delivery and cyber security solutions for virtual, cloud and software defined data centers. Their award-winning solutions portfolio delivers service level assurance for business-critical applications, while maximising IT efficiency. Radware solutions empower more than 10,000 enterprise and carrier customers worldwide to adapt to market challenges quickly, maintain business continuity and achieve maximum productivity while keeping costs down.

The role

Job Title: Regional Sales Director UKI

Location: UK

The brief

Radware entrusted us with searching for a Regional Sales Director for the UKI region to be based in the UK.

The challenge for Radware was quite unique, they had a great portfolio of products, they were competing in a very difficult market, they had somewhat of an established team in the UKI region, however, the team were not performing to their full capacity.

The task was to search for an inspirational leader who had a strong background within network security, capable of turning around an underperforming region. The candidate needed to have the right aptitude and attitude to make business-critical and tough decisions and to steer the ship in a different direction thus ensuring the UKI region was contributing to the EMEA number proportionally to the team size.

The solution

Our initial search process began with compiling a targeted list of high caliber candidates from a list of direct competitors to Radware. Our secondary target list focused on the wider network security vendors, targeting the business leaders who had the acumen to make a real change. The main challenge for the search was to find candidates in a market where there is a huge shortage of candidates within the security space. The secondary challenge consisted of actually finding candidates who had a career track record of having worked for a security vendor of the same size and maturity as Radware in the UKI region, which in itself limited the talent pool significantly. The final challenge was identifying candidates who had a proven track record of business turnaround.

The three challenges put together reduced the talent pool drastically, to the point where there were only a handful of suitable candidates. We approached this shortlist of candidates and had to have a very compelling story to present to them in order to gain their interest.

The result was fantastic, due to our expertise and market knowledge, we interviewed and were able to compile a final shortlist of 3 candidates to be presented to Radware.

Of the 3 candidates, all 3 were deemed suitable for assessment and all proceeded to interviews until Radware found themselves in a luxurious position of having to choose between 2 excellent candidates.

Having finally made the tough decision between the 2 candidates, we were instrumental in ensuring the negotiations went smoothly and that the candidate signed and joined Radware. 

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