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2006 was another year of explosive growth in the area of recruiting seasoned sales professionals within the IT security arena .The market in general watched as an increasing number of experienced sales people joined the fray, selling security solutions across EMEA.

Latest statistics released by JPE, Infosec Recruiters, saw an increase of 206% in the number of sales vacancies with Information Security vendors in Q1 2007 against 2006. These figures show that this market is growing ahead of other market trends. At the same time the average time a senior sales manager will stay at their next job has hit 23 months. The end effect is that with so much competition a vendor needs to partner with the right company to supply the correct candidates for each role they have. The report also found that the average base salaries rose by 62% in Q1 2007 against 2006. It is clear to see that vendors need to compete to get the best sales talent.

These global trends and buoyant market conditions across EMEA appear set to continue with analysts and recruitment consultancies encouraging the need for investment sooner rather than later to capitalise on the business available across the region. 2007 has seen more start ups than ever aiming to gain a foothold in Europe, the Middle East and Africa to pick up valuable business and grow market share. Market capitalisation is now, more than ever, based on global revenues and market reach rather than on the ability of a company to farm the North American markets, so any business looking to be sold or, more importantly, to IPO in the future needs to invest quickly and effectively in all regions.

Further growth must be expected in all areas of IT security but particularly in product sets dealing with compliance and regulation issues. SOX, PCI compliance and Information Data Security have all been thrust into view of every CIO or CSO in the UK and beyond. Seminars and shows like Infosec 2007 are now the places to find the technology of tomorrow and also the sales professionals to sell them. The two general approaches are either a UTM that provide a one product solution to solve all issues or a best of breed solution with a patch work of technology reducing threats to a minimum where possible. However, threats and attacks will get through even the best solution so the cycle continues. IT security is after all selling insurance not guarantees.

The continued investment in the IT sector by VC’s attracted to the returns enjoyed by successful IPO’s and sales of companies has shown that the current market is vibrant and very competitive. This in turn has meant that every sales director is trying to win the top performing sales professionals to achieve increasing targets and sales growth. The end effect is that salaries and compensation plans are evolving to reward successful sales people.

Gareth Balch, senior recruiter at JPE, stated: “Information Security has proven yet again to be a high growth market in 2006. The market has evolved again and our clients are enjoying successful year on year sales growth. The confidence and optimism is evident as we are seeing strong 2007 projections as key organisations increase headcount yet again.”

“Last year saw positive changes in the IT security market. The consolidation of many successful companies has flooded the candidate market with experienced IT security sales professionals. Organisations such as Ironport being purchased by Cisco and Secure Computing acquiring Ciphertrust not only affected the email security market but had a knock on effect to many other market sectors. The emergence of new vendors entering EMEA is comparable with any period in the past 5 years. These two forces have created great demand for professionals with a track record in info security.”

Sandrijn Stead VP, EMEA for Reflex Security a leading IPS vendor adds: “The number of strong candidates for IT jobs is increasing constantly. The hard thing for someone in my position to do is to sort them out into the right fit and the wrong fit! I have grown the EMEA operation from nothing to 7 people in less than 9 months whilst hitting revenue targets. This would be impossible to do without the ability to outsource my human resources to a trusted partner. In the next 12 months the company's expectations are to more than double the existing team to support the number of new customers we are attracting and a large proportion of those will be sales people. I can't see any other way of hitting these expectations without the assistance of a partner.”

The InfoSecurity exhibition at Olympia April 24th-26th is set to be the premier security event of the year in EMEA yet again providing a good opportunity to build partnerships and generate new sales.


Contact Details : Rob Allen
John Paul Executive
0870 734 5986
rob@johnpaul.co.uk

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