Expertise to Get You Hired

By Alison Diana  |  Print this article Print

The pendulum is swinging in favor of employees again, according to channel executives, who say the labor market has tightened and they have plans to hire. But they won't be looking to hire just anyone. Do you fit the bill?


Ingram Micro, which offers an IT staffing service to its channel partners, has also seen a steady increase in business from solution providers seeking staff, said Jason Bystrak, director of sales and services at Ingram Micro North America. As a result, the distributor expanded a dedicated sales-team to focus exclusively on its staffing solutions, he said.

"We’re seeing the pipeline of opportunities more than triple," said Bystrak. "We’re starting to see that business grow at a much faster rate than we had."

For its part, xkzero expects to double from 11 employees to about 22 staff by the end of 2012, company founder Paul Ziliak told Channel Insider. The Sage ERP systems VAR, which specializes primarily in manufacturing and distribution companies, has expanded into selling its own software, he said. As a result, the VAR has more job openings across a spectrum of responsibilities.

"We’re going to build stuff with very broad appeal," said Ziliak. "Now we want to play leapfrog with our organization, with software development. We thought it would be nice to sell our own software. In 2012 we definitely see the growth starting to grow from there. In the meanwhile we’ve been an excellent consulting organization and we think launching these applications, which is happening right now, will help bring even more attention and new opportunities in the consulting end of ERP."

Multi-national solution provider Dimension Data—which has offices in the Middle East and Africa, Asia Pacific, Australia, Europe, and the Americas—is always on the look-out for high-quality personnel, Denise Messineo, senior vice president, Human Resources at Dimension Data Americas, said in an interview.

"We’re actively recruiting. We’re always recruiting for good technical people and good sales people. The more people we have telling our story, the better off we are," she said. "We’re always looking for good feet on the street to tell our story. It seems like the IT world is still moving along, and that’s a good thing."

What SPs Want

Desirable qualities vary, of course, depending on the solution provider and the position, but most executives agree that beyond technical or sales experience, it is vital that candidates fit into their organization’s culture.

"When hiring an employee, there are a variety of personality profile testing services that will help you make the right decision about a new hire. They will help identify those traits that may signal a challenging personality or they may also identify strengths that you need to play to as part of their
 employment experience," Mike Johnson, president of Cerdant, a managed security services provider, told Channel Insider. "It's important to note that there are many technical people that are smart enough to deliver a complex service, but they may not have a personality that you want to put in front of your customers."

Asynchrony Solutions, which is focusing much of its effort on developing new iOS applications, is an Agile company and its developers thrive in this environment, said Elfanbaum. Developers are disciplined yet collaborative, he said, and participate in peer-programming, where individuals’ opinions are respected, he said.