TO ATTRACT A DATABASE ARCHITECT TO WORK IN A TEAM
Our partner is a big vendor of ERP systems designed for end-to-end management of all processes of global corporations.
The company needed a Presales Architect. The client wanted a technically skilled pro who was also ready to do the sales and work with the team. The salary of the architect would depend on the team's sales KPIs.
But this is a very weird scheme for the IT market. Usually, developers are responsible for themselves only: their wage is fixed and doesn’t depend on what their colleagues are doing. How were we to persuade a person to change jobs for non-fixed money and rely on the team?
TO CHOOSE THE RIGHT ARGUMENTS
We were looking for an architect in the other companies of the databases field. After all, we did find a suitable candidate in one of the international organizations that among other tasks did HANA integration. As we expected, he hated the idea of KPIs.
From the very first seconds of the interview, we realized he adored working with HANA. It became our starting point for negotiation.
We pointed out that his future potential colleagues on the team are just as big fans of HANA as he was. There were no random people. They were passionate about their work, and that’s why the KPIs were always high, because the whole team was committed to the business. The like-minded team would help him earn more than he did then.
Moreover, the new place would let our specialist work narrowly with his favourite platform, right from the inside. The architect would become a part of the team that had created HANA. His ideas would be heard, and he could actually influence the development of HANA. These prospects were definitely worth going out of his comfort zone.
The specialist agreed and accepted the offer.
A MOTIVATED ARCHITECT READY FOR A SHARED RESPONSIBILITY
We found a specialist and persuaded him to accept the offer. It was a win-win situation: the client got a valuable Presales Architect deeply in love with HANA, and the specialist got into the company that would listen to his development ideas and would allow him to exchange knowledge with the best pros of the field.