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2
My Background
Executive Recruiter, Founder
Glenborn Corporation
Focus on Sales. Select Ecosystems.
VC-backed. 20% foreign HQd.
Sales Experience - BT, Kickapps,
Attributor, InterNAP, Equinix
Entrepreneurial -
Citizen Image, Glenborn,
Job Elevation, Hiresignals
Digital.Irish

3
The Agenda
1. Search Prep - The tools
2. Recruiter logic & Workflow
3. Reactive Search
4. Proactive Search
5. General Tips
1. Q&A

Search Prep > Tools
● Linkedin - premium account
● Indeed - Post resume / Create alert
● Your resume
● Google forms - Recruiter questionnaire
● Google sheets - Tracking Opportunities
● Pyschology - Learning how recruiters work!

Search Prep > Tools > Resume advice
Function
- Descriptive Titles that match your function
- Don’t be a jack of all trades!!!!!
(Functional match & consistency - CRUCIAL)
Red = What a recruiter is looking for
Seniority
- Don’t assume your title explains your level
- Show scope of management experience
(Equivalent or stretch experience - CRUCIAL)
For each job / Company
- Explain what company / Division does Industry match - KEY
- Clearly show acquisitions / name changes
- Explain short stints
- Name drop industry verticals and/or clients Vertical match - KEY
- Highlight achievements. Performance match - KEY
- Managers - Show growth under your watch

Search Prep > Tools > Forms and Sheets
Sample recruiter questionnaire
● Respond to recruiter outreach
with the link
● Give them guidance on what
You are looking for.
● Collect this info year round!
● Make sure you ask why for their
Logic in reaching out.

Search Prep > Tools > Forms and Sheets
Output of questionnaire
Use it to filter relevant recruiters / firms for when you are looking

9
Understanding Recruiter logic & workflow

Search Prep > Tools > Recruiter logic
● Function is the crucial variable - Show consistency here.
● Seniority must at least match role requirements
● Sales Recruiters
Function is a given.
Generally asked to match Industry OR vertical to firm but preferably both
● If you move city, important to keep everything else constant
Industry Vertical
Either OR both
Function Seniority
Recruiter logic
+
Match Required
Location
SaaS
Assumed
Visa
status

Search Prep > Tools > Recruiter Tools
Recruiter Tools
● Outbound - Linkedin, Indeed resume search, emails, calls / referrals
+
● Inbound - Website job board, inbound email

Search Prep > Tools > Recruiter Workflow
E.g. Sales role for social platform selling to retailers
1. Research Target ecosystems
"Buddy Media" OR "Spredfast" OR "Hootsuite" OR "Shoutlet" OR "Sprinklr" OR "Context Optional"
OR "Wild Fire" OR "Syncapse" OR "ThisMoment" OR "Vitrue" OR "Awareness Hub" OR "Hearsay" OR
"Co Tweet" OR "Involver" OR "Expion" OR "Momentfeed" OR "Postling" OR "Tap11" OR "Engage121"
OR "Social dynamix" OR "SocialFlow" OR "SproutSocial"
2. Create target list of firms
“client" OR “account" OR “sales" OR "business development" OR “revenue"
OR "brand strategist" OR "Area Director"
3. Define target titles, keywords
4. Execute search
5. Prioritize outreach

Search Prep > Tools > Recruiter Engagement
II Recruiters look for the path of least client
resistance
I Recruiters are client, not-candidate led
III Recruiters interest in you is based on
a) what they are currently working on that is a fit
b) How in-the-zone you are for their future needs
IV. Recruiters negotiate in their clients’ best
interests
(but still help bring parties closer together)
V. Good recruiters are good career & comp
advisors
BUSINESS MODELS Retained, contained, contingency….

14
Reactive Search - Finding me!

Reactive Search > Find me!
LINKEDIN - setting up your Profile
Function / Seniority / Company / Job Details
- Follow resume tips!!!!!
- Avoid Job hopper status!
- Pimp for Keywords
- Competitor association
Job search status
- “Open to opportunities beacon”
Presentation
- Background picture
- Typo check
- Profile pictures

HOW TO SETUP OPEN TO OPPORTUNITIES ON LINKEDIN
Settings and privacy

HOW TO SETUP OPEN TO OPPORTUNITIES ON LINKEDIN
Job Seeking
preferences

How “Open to Opportunities” looks to recruiters

How “Open to Opportunities” looks to recruiters
Priority 1

20
Proactive Search - You Finding them

Proactive Search > Identify firms & roles
2. Research Target ecosystems
MUST BE LOGICAL i.e. :
INDUSTRY OR VERTICAL MATCH
( BUT PREFERABLY BOTH)
3. Create target list of firms
4. Research who is hiring
1. LOGIC!!!
Changing Function is DIFFICULT
Keeping Industry AND Vertical is EASY & MAXIMIZES EARNINGS
OK to Change Industry OR vertical BUT NOT BOTH
Visa constraints / Moving City? Keep Function, Industry, vertical CONSTANT

Vetting the firms
- Check for momentum
- funding, employee growth
(linkedin premium, crunchbase)
Proactive Search > Vetting the firms
- Check for red flags

Proactive Search > How to apply
Submitting your resume
- Look for matching jobs
- Apply blind ONLY as a last resort!

Proactive Search > How to apply
INSTEAD
- Look for intermediary connections. Reach out to them first
- Reference a specific job

Proactive Search > Network & tools
Identifying recruiters + +
Research tools
● Indeed
● Linkedin
● Linkedin breadcrumbs
● Corporate websites
● Corona Virus Live site
(Who’s Hiring/ Who’s not)
+
Working your network!
● Broad (events) and Narrow (direct connections)
Be crystal clear on message (function, industry,
vertical)
● Share your target list of firms
● Follow up!

Final word - General tips
● REMEMBER - Tenacity and follow up
Be persistent but not to the point of annoying
Be aware of power dynamic
● Job search can be a full time job!
Work all methods - reactive, proactive, 1-on-1s, general networking
● BE LOGICAL - reverse Engineer RECRUITERS’ LOGIC in hiring!
● Affinities?
Use them! School, college alumni, Diversity, Irish, ex-pat, sports.
● Visa Issues?
Declare them
● Location and Job Status. Bait and Switch?
● Coping with Age-ism

Final word - Crisis tips
● Reminder - you have lots of competition
● Do not sit back (The 3 month rule)
● Employers now have the leverage!
Do what they ask. Follow up. Say Thanks.
● Know your Market Value
● Be willing to get creative - Try-and-buy, 1099…..
● Re-skill to get “experience” in an industry
● Think about alternatives -
1099, “Repping” multiple firms, Upwork, Starting a company

@feargallkenny | @glenbornjobs | glenborn.com
More info :
feargall@glenborn.com

@digitalirish | #digitalirish | digitalirish.com
Contact Us:
hello@digitalirish.com

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