Yahoo SVP-Americas by karaswisher

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Prepared by:                  James M. Citrin
                              Will Schutte
                              Greg Sedlock
                              Maureen Carroll

Assignment:                   60128-043

Date:                         February 2013

Confidential: This document and the information contained within is confidential and is provided to the named recipient.
This information has been prepared in good faith by Spencer Stuart but may require future verification or correction.
Distribution or reproduction of this document and/or its contents is strictly prohibited.
                                                                Senior Vice President, Americas
                                                                                 February 2013
                                                                                        Page 1


Client Company

Founded in 1994 by Stanford Ph.D. candidates David Filo and Jerry Yang as a way for
them to keep track of their personal interests on the Internet, Yahoo! has grown into a
premier digital media company.

Today, Yahoo! stands out as one of the most-visited and most-trusted Internet
destinations with uniquely paired innovative technology and human touch to personalize
the digital world. The business focuses on creating a content, communications and
community platform that delivers rich consumer experiences and advertising solutions
across the screens of people’s lives — from desktops to mobile devices, from tablets to
connected TVs.

Yahoo! is focused on making the world's daily habits more inspiring and entertaining. By
creating highly personalized experiences for our users, we keep people connected to what
matters most to them, across devices and around the globe. In turn, we create value for
advertisers by connecting them with the audiences that build their businesses.

Yahoo! has been through extraordinary and well-chronicled leadership, business and
board turmoil over the last few years. Under new control and guidance today, and with
more than 700 million users, Yahoo! is in a unique position to transform one of the most-
iconic brands and destinations on the Internet into an undisputed leading provider of
highly relevant and engaging online experiences and content.

Yahoo! is headquartered in Sunnyvale, California, and has more than 12,000 employees
in 25 countries, provinces and territories. Total 2011 revenue was $4.98 billion and as of
January 4, 2013 the company’s share price stood at $19.86, compared to $14.62 in
December 2011. For more information, visit the pressroom ( or the
company's blog (

Position Summary

The Senior Vice President of Americas will have the ability to holistically manage Yahoo!'s
entire sales, sales development, media, business development and strategy organizations
while setting the distinct roles and responsibilities within the Americas in order to drive top
performance. In addition to revenue goal achievement, the leader will be counted upon to
operate a broad-based sales organization that works in alignment and close partnership
with Yahoo!'s product teams in order to better engage consumers and solve for advertiser
needs. S/he will be expected to be the "voice" of the Americas region, serving as bridge
between the region and the corporate teams. Additionally he/she will be a thought leader
                                                             Senior Vice President, Americas
                                                                              February 2013
                                                                                     Page 2

within the company and a well-respected industry leader as Yahoo!'s primary externally
facing advertising and media executive.

The Senior Vice President of Americas will have leadership responsibility and oversight
for Yahoo!'s entire online advertising revenue businesses for North and South America
and as such, should approach the role with a general manager's mindset by thinking "top
and bottom line". S/he will provide strong leadership discipline to the Americas
organization with responsibility for leading a complex, geographically dispersed
advertising sales organization in a media and technology company generating over a
billion dollars in ad-related revenues.

The role will report to Henrique de Castro, Chief Operating Officer at Yahoo!. Direct
reports to the role are the Vertical Sales Leaders, Americas Field Sales Leader, Americas
Solutions Development, Americas Ad Operations/Account Management. Indirect reports
are: North America Media, North America Partnerships, and North America Strategy.

Key Relationships

Reports to:                  Chief Operating Officer

Direct reports:              Sales Leaders
                             Americas Field Sales Leader
                             Americas Solutions Development
                             Americas Ad Operations / Account Management

Other key relationships:     North America Media
                             North America Partnerships
                             North America Strategy

Major Repsonsibilities

   •   Inspire, manage and lead the Yahoo! America sales organization to consistently
       be the leading advertising platform in the world.

   •   Develop and manage the strategic development, articulation, communication, and
       implementation of all advertising revenue budgets and business development
       plans for Yahoo!’s Revenue group. In coordination with the executive team, be
       responsible for developing, the key sales and financial objectives and projections,
       both short-term and long- term.

   •   Create a high performing team and winning culture by attracting and retaining top
       talent, managing performance, building capabilities and managing the careers and
                                                          Senior Vice President, Americas
                                                                           February 2013
                                                                                  Page 3

    development of a talented group of direct reports to ensure all team members fulfill
    their potential.

•   Provide strong leadership of Yahoo!’s diverse group of sales and business
    development professionals through intelligent, charismatic communications and a
    “hands on” approach to the job.

•   Bring to Yahoo! strong, established, and actionable relationships with key branded
    marketers; leverage this network, and the existing relationships of other Yahoo!
    executives, to further develop business partnerships with new clients.

•   Help lead the team to deliver advertising and media services to advertisers, their
    agencies, as well as other Yahoo! partners increasingly with integrated, cross-
    channel and cross-brand solutions.

•   Develop and maintain good relationships with key accounts, priority customers,
    partners and the industry at large, representing the company in a manner that
    builds trade quality and promotes the company’s reputation as an industry leader.

•   Serve as a key business partner and thought leader within the global leadership
    team and to other key executive stakeholders within Yahoo!’s executive team by
    bringing ongoing marketplace intelligence to bear on corporate planning, including
    anticipation of, and reaction to, the moves of key competitors and the dynamism of
    the global online marketplace.
                                                                Senior Vice President, Americas
                                                                                 February 2013
                                                                                        Page 4


Ideal Experience

   •   At a minimum, the ideal candidate will bring 15 to 20 years of steadily progressing
       experience leading and scaling a national sales team in the context of a B2B
       technology company, global marketing organization, large distributed sales
       organization, or other relevant companies in the broader technology and media

   •   S/he will have an established reputation in the industry for innovation, intelligence
       and integrity. Preference will be given to candidates who have had general
       management experiences that they can bring to bear to help grow Yahoo!, both
       rapidly and profitably. Ideally, they will have established c-level relationships at top
       agencies/Fortune 100 brands and will possess a mastery of the media business
       with a full understanding of the various products and services that are available.

   •   The candidate will have exceptional management skills in developing and
       executing sophisticated sales, tactics, plans, processes, systems and programs,
       as well as new business development initiatives. They will have fluency with varied
       techniques in sales organizational structure, compensation and processes,
       including in integrating sales and marketing to benefit clients. They will have the
       proven ability to lead change in a highly dynamic environment.

   •   Ideally, the candidate will have knowledge of both sophisticated management and
       operational systems found in larger companies and the ability to operate effectively
       within a matrix environment, where influencing and relationship-building skills are
       essential. They will possess the credibility based on experience to operate at
       senior levels of Yahoo!, and in client organizations initiating a business discussion,
       building a relationship and closing business.

   •   The candidate will be an effective, charismatic leader with a high degree of drive,
       energy and ability, who consistently produces results on time and on budget, and
       has the experience and personality necessary to gain the respect of executives at
       all levels of an organization.

   •   A willingness to travel is required in order to drive the organization in a high
       performance culture. A Bachelors’ degree from an accredited and recognized
       institution of higher learning is also required with an advanced degree (MBA,
       equivalent) a plus.
                                                                 Senior Vice President, Americas
                                                                                  February 2013
                                                                                         Page 5

Critical Competencies for Success

Vision, Strategy and Cross-Functional Business Management

The ideal candidate will be a “big picture” thinker capable of defining the industry
environment and placing specific choices and priorities for the Senior Vice President of
Americas role within that context. A creative, imaginative individual, he/she will possess
the business acumen, curiosity, and ability to work across a diverse set of business
interests, bringing rational focus to the efforts, and setting in motion a series of strategic
and product initiatives designed to meet certain profit and business objectives.

Team Leadership Skills

The candidate will be a natural leader who inspires the organization. He/she will have built
teams with shared goals across decentralized organizations. He/she will possess the
ability and track record to attract, retain, develop, and motivate a diverse group of sales
and business development professionals.

Product Knowledge/Full Product Suite Knowledge

A creative, imaginative individual who has the business acumen, curiosity and ability to
work across a diverse set of products and business interests, bringing rational focus to the
efforts, and setting in motion a series of strategic and product initiatives designed to meet
certain profit and business objectives.

Sales Expertise

With responsibility for leading a complex, geographically dispersed advertising sales
organization in a media and technology company generating over a billion dollars in ad-
related revenues, the ideal executive will have a track record of consistently overachieving
revenue targets, developing a high-performance team of cross-functional, intellectually
adept sales leaders, and of closing large-scale deals with senior client-side executives.

Ability to Scale Operations

The ideal candidate will have generated significant advertising revenue scale in a media
business by employing business-development creativity, marketing savvy and strategic
account planning discipline, as well as a nimble, creative and tactical approach to
partnering with major advertising clients. The ideal executive will have led and managed a
broad-based advertising sales organization with innovation, both in organizational
                                                            Senior Vice President, Americas
                                                                             February 2013
                                                                                    Page 6

structure and product set, and in responsiveness to a dynamic and fluid market

Gravitas / Executive Presence

With exceptional business acumen, interpersonal communication skills and executive
presence, the ideal candidate will have operated successfully on an executive team within
a dynamic, high functioning media business. With a balance of analytical, strategic and
leadership skills, the ideal candidate will have a strong bias and reputation for action,
intelligence, decisiveness and hands-on operating skill.

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