CarbonBlack (VMware)

VMware Carbon Black: an advanced cybersecurity firm protecting Fortune 100 companies

  • 50Field Sales roles filled
  • 18Months’ collaboration

Cybersecurity firm Carbon Black needed a new Senior Recruitment Partner at a crucial point in their cycle

The client

Dinna was very successful in leading our efforts and ensuring the pipeline was full… she really owned that strategy in a real crunch time for us.

Dinna is a phenomenal relationship-builder, which is the key to success in recruiting, especially in a niche field where it’s about who you know and being able to leverage those relationships. Her contacts trust her and that’s huge.

Amy Guiel Director of Talent Acquisition, Carbon Black

The unique challenge

Amy Guiel had just become TA Director at Carbon Black. The company had also recently brought in a new VP of Sales, and needed to continue hiring impactful sales talent for an expanding team.

CB’s outgoing Senior Recruiter had a deep Security Sales network, a strong rapport with a number of prospects and a great referral track, so the team had always felt confident.

As CB wasn’t a huge organization in terms of size or maturity at the time, every role was critical to the bottom line. Amy needed a new Senior Recruiter who could take over and hit the ground running, and help the company continue to hire for their sales department.

My work as Recruitment Partner

Backed by a demanding leadership with high expectations, Amy recalls: “This was a key part of the business, expectations were very high, I knew I had to bring in a superstar expert of the calibre they were used to… Dinna ticked all the must-haves.”

Amy chose to work with me as she said she wanted the industry insight of a consultative recruitment expert with a strong rolodex of contacts, rather than just a transactional recruiter.

I was able to support the new executive on the team who was new to the recruitment process in the Americas. They needed my real market data and experience, plus insights into what other companies were doing in terms of pay structure and strategies.

I also built strong relationships with the hiring directs, who were always complementary on the engagement and candidates brought in.

The outcome

Amy says: “a Senior Sales Recruiter may be a strong partner, but Dinna brought it up another notch.

For her this is more than ‘a job’, it’s like a full suite of tools she brings to the role, far beyond the day-to-day recruiting, it’s a higher level of expertise and engagement…

We collaborated on coming up with new ideas, and I appreciated her input as it allowed me often to step back and step away from the day to day recruiting responsibilities, as she became such a trusted advisor. It gave me the opportunity to work more with our new leader, widen the lens and eventually we turned more responsibility over to Dinna as the agenda required.

Dinna was very successful in leading our efforts, ensuring the pipeline was full and supporting the leaders across the business. She really owned that strategy in a real crunch time for us.”

I was able to recruit over 50 Field Sales roles for the company in a couple of years. Carbon Black was eventually successfully acquired by VMware in 2019.