Career life cycle management by claudio weinstein introduced 4 18-2013-revised 7-30-14 (5)

© Telelogic AB

Career LifeCycle Management and

Getting StartedIn The

Enterprise Application Software Industry

With Cal Poly Pomona Alumni,

ALM Career Evangelist, and Independent Recruiter

Claudio Weinstein

Career Lifecycle Management- Cal Poly Pomona- CSS- Claudio Weinstein- Presentation 4/18/2013

© Telelogic AB

Agenda•Who is Claudio Weinstein?

- Why I am here today and how did I get here- Working with a third party in your job search- Hiring Trends from year 2000 and the next 10 years

•My Mission Statement- Increase Job Satisfaction and Job Security through Educated Career Strategies

•Choosing an Employer in Enterprise Application Software- Size Matters, among other things

- Make your own Luck

•Identify and discuss Job Titles - Who Are You?

- Hiring Managers- Products vs. Services

•Resume, Profile and Keywords

•Interview Strategy and Guidelines


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Claudio Weinstein

MY HISTORY

ACCOMPLISHMENTS

LEGACY

• Cal Poly Pomona Alumni- B.S. Marketing 1986• Innate Communication Skills, Phone expert, Likes to Tinker• Job change expert, Late Bloomer• Driven to Make a Difference

• 103 Permanent Placements to Date since 2000• Spent 5 years building a $Billion Dollar Software Enterprise • Average placement stays over 4 years• Acknowledged as Top 5% of 220M Searched Profiles in 2012 on Linked in

• Help Current and Future Enterprise Application Professionals make Quality Career Choices• Increase Job Security and Job Satisfaction for Career minded

professionals in the Enterprise ALM Software Industry


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Job Hunting- Third Parties-Personal Brand

Job Offer

Recruiter

Linked inFriend

Head

hunt

er

Cold CallJob Boards

Classified

Co-W

orke

rs

Google

Career Coach


Dice

School Family

© Telelogic ABCareer Lifecycle Management- Cal Poly Pomona- CSS- Claudio Weinstein- Presentation 4/18/2013

Personality Surveys are designed to MATCH compatible workers. There Are No Right or Wrong answers, just those that are compatible with, and preferred by the Hiring Manager/Job Position/Team and

Corporate Culture. You should Research the Hiring Manager prior to completing these forms to get a feel for your compatibility with them.

You should seek out and complete as many surveys as possible to understand more about yourself and your compatibility with others.

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AutomotiveAerospace/DefenseCommunications Finance, IT and more

Some High Quality Enterprise Software End UsersMinimum of 1,000 Software Developers on Staff

Highly Regulated by GovernmentExcellent Entry Level Environment and Early Career Networking Opportunity


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Enterprise ALM Products100-1,000 Empl.Organic Growth

Med. Prod./Svcs. 5,000-10,000 Empl.Acquisition Growth

Large Prod./Svcs.10,000+ Empl.

Acquisition Growth

ALM Consulting Services 10,000+ Empl.

3rd Party & Customized

Enterprise ALM Software VendorsCompanies listed below add tremendous value to a Career Profile if the CLM guidelines

herein are respected


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Enterprise Application Engineer Opportunities• Developers

• Task Oriented/Time Management

• Architects

• Scale/Vision/Experience

• People/Product Managers

• Leadership/Marketing

• Field Engineers

• Presentation/Sales

• Consultants/Trainers• Entrepreneurial/Presentation/ Education

The Faster you Identify your Goals, The Better


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Choosing your Path

FLD ENG./PM/LEAD/SA/ENTR >>

EA/FLD

MG

R/D

IR/VP/A

N

>>

<< CEO/CIO/CTO/CONS/INVESTORAD

VISO

R/M

ENTO

R

PROG./Q&A/DEV./APM >>

TRAVEL

COMPANY REPUTATION

WORK DAY/HOURS

COMPANY SIZE LENGTH OF EMPLOYMENT

INCENTIVES

COMPENSATION

BOSS

SKILLS MATCH

HOME OFFICE/COMMUTE

PRODUCT/SERVICES

RUNG ON

THE

LADDER

TITLE

UNFORESEEN

ISSUES

CONNECTIONS


Stage 2Field Engineer/Product Manager/Lead

Developer/Entrpreneur

Entry LevelProgrammer/QA/Developer/Assoc. Product Mgr.

Stage 4CEO/CIO/CTO/CPO/CMO/Consultant/Investor

Stage 3

Enterprise A

rchitect/Field Engineer M

anager / D

irector of Developm

ent/Analyst

Fina

l Sta

geB

OA

RD

OF

DIR

EC

TOR

S /

A/D

VIS

OR

/RE

TIR

ED

P

© Telelogic AB

25-35 (Risk/Specialty) >>35-50 (Earnings/G

rowth) >><< 50-60 (Seniority/Stability)

60+

(Ele

ctiv

e) >

>20-25 (Formative) >>

ALM Engineer Career Lifecycle

Hands on, Internships, Entry Level, Low Compensation, Flexible Travel

Specialized Focus, Increased Compensation, Geo./Vert Focus, Up to 5+ days/wk Travel

Corporate Leadership, Upside Earnings, Industry Recognition, Relo, Equity, 3-5 days/wk Travel


Larger Employer, Multi-Prod./ Svcs, Lg. Developer Staff, Office Horizontal Industry, 5-7 yr. tenure

Med.-Lg. Employer, Focused Prod/Svcs., Vertical Industries, 7-10 yr. tenure , Office Daily /Home Office

Board Of Directors, Entrepreneur, Author, Patents, Speaker, Visionary, Consultant, Open Sched

Small to Med. Employer, Specialty Products/Services, Vertical Focus, 3-5 yr. tenure, Home Office Option

Subject Matter Expert, Partnership Earnings, Industry Leadership, Top Office Status, Limited Travel

Small to Lg. Employer, Specialty Products/Services, Vertical Focus, 3-5 yr. tenure, Mgmt., In Office

Start-ups, Re-Starts, Industry Council, Motivational, Mentorship, Retirement

POSITION EMPLOYER

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What should a Career Coach do for you?• Offer an Objective view of your industry and It’s Employers

• Position your Brand (Linked in profile and Resume) to attract increased interest among key hiring managers

• Provide Research Metrics of potential Employers to match your individual goals with a minimum of 3 sound options

• Provide written communication confirming his understanding of your needs, particularly non-negotiable terms.

• Coach you on the Interview Process every step of the way

• Be in direct contact with the hiring manager

• Make every attempt to get paid by the employer for your placement to offset or replace Individual fees

• Offer on-boarding support and on the job consultation for at least 6 months after placement

Be Honest and Professional at all timesCareer Lifecycle Management- Cal Poly Pomona- CSS- Claudio Weinstein- Presentation 4/18/2013

© Telelogic AB

Entry Level Job Description

Junior Solutions Architect - Software Development Lifecycle Tools

My client is an industry leading, publicly traded $200 Million Application Development Lifecycle tools software company looking for an entry level candidate to offer the unique opportunity to grow within the high tech software industry as a product specialist. This position will provide exposure to product development, product marketing, product management, and pre-sales.

Required Technical Skills: Working administrative knowledge of Windows and UNIX/Linux systems. Able to present technical concepts of your senior project in a clear manner. Able to resolve moderately complex problems, work with peers, and demonstrative leadership skills. Development experience and knowledge of domain tools a plus, but not required.

Candidates for this entry level position must have received a bachelor’s degree, or master degree, in any one of the following technical area: Electrical Engineering, SW Engineering, Physics, Mathematics, or Computer Science. Excellent communication skills, presentation experience, and technical writing skills are required. Recent college graduate encouraged. Entry level pay up to $55K+ first year after incentives. Travel will be required, including international travel. References are required (professional and academic).


© Telelogic ABCareer Lifecycle Management- Cal Poly Pomona- CSS- Claudio Weinstein- Presentation 4/18/2013

ENTRY LEVEL- POST DEGREE- RESUME EXAMPLE

LIST UNIQUE DIFFERENTIATING KEYWORDS (See below highlighted in Red)REMOVE UNNECESSARY WORDING (See below in Blue)

OBJECTIVEEntry-Level Software Engineering/Development Position

EDUCATION

•Master of Science, Computer Science GPA: 3.58

•Related Coursework:•Design of Database Management Systems •Software Engineering Techniques•Operating Systems Design•Software Engineering Techniques•Computer Systems Architecture•Data Security and Encryption •Discrete Mathematics •Problem Solving Strategies•Graduate Project:

A “Computer Science Tutor” user interface application developed in VB .NET which allows

users to generate a graphical drawing of a binary tree along with pointer variables. This

project is the first step in creating a complete application which will generate the code necessary for the creation of the user’s binary tree and pointer variables.

•Bachelor of Arts, Economics, International Area Studies GPA: 3.33

TECHNICAL SKILLS•Programming languages: • C++ XML SQL• Java Visual Basic .NET Perl• HTML Visual C# .NET CGI•Knowledgeable in Microsoft .NET Framework, J2EE, UNIX and UML

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WORK EXPERIENCE Sample 1•Spanish Translator•School District Office

•Translate written educational, psychological and speech reports into Spanish•Serve as translator in educational meetings•Administer Speech/Language and Psychological examinations in Spanish.

•Bilingual Instructional Assistant•Elementary School,

•Assisted teachers with the implementation of an intensive summer language program for third and fourth graders•Facilitated student reading groups•Assisted students with science projects and assignments.

•COMMUNITY INVOLVEMENT•Assistant Treasurer •Assisted the treasurer of a city council campaign in managing over $30,000 in contributions•Utilized financial program to collect and maintain accurate records and to generate reports•Organized and managed campaign contributions and fundraisers.


© Telelogic AB

WORK EXPERIENCE Sample 2

•Compaq Non-Stop Server Group on University Campus• “Group Leader, Software Designer, Liaison” ~15-25 Hr/Wk

•Lead 5-person team in a University project course sponsored by Compaq. •Created high and low level design using UML. •Implemented backend Splicer/Parser Module in VS C++ using MFC and XML. •Demoed finished project to Compaq Managers/Developers. •Resulting software beat a competing solution & was called "best result in 5 years of doing the program", by Compaq Non-Stop Manager.

• Biomedical Company• “Engineering Support, and Testing ~30 Hr/Wk

•Performed requirements validation testing for Ambulatory Infusion Pump. •Gave regular presentations before Project Managers and Developers. •Documented tests, testing devices, and testing results for FDA review.

•Applicatio Service Provider • “Quality Assurance Testing” ~30 Hr/Wk

•Designed and ran testing procedures for resource management software. •Isolated and documented bugs reported by customers. •Managed drives & replicated environments to match customer scenarios. •Assisted PC Admin with internal hardware and networking concerns.

• • Auto Dealer• “Assistant Technology & Network Administrator” ~40 Hr/Wk during break, 15+ during school

•Troubleshoot Networks and PC’s. •Deployed hardware/software (Dealertrak Terminal Services, ADP, etc). Provided technical Support to employees at several locations. Networks administered were based on Windows 2000 Server.

•Tech Assistant•Temp Data Entry


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Activities

•Campus Newspaper"Coordinator, Founder, Webmaster ~7-10+ Hr/Wk - SchoolLead team of 4/5 for student-run online community.

•Used: HTML, PHP, IRC server. Implemented web-based interface for email.

•Set up IRC Server with web interface.

•Sailing Association

•Association for Computing Machinery.

•Assistant Scout Master

•Volunteer Preschool TA,

•Church, Lecture

•Honors:

•Eagle Scout

•Dean’s List

•Hobbies: Sailing, Capoeira, Skiing/Snowboardingm Hiking, Reading, PC Enthusiast

•Background: US Citizen


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"Interview strategy"

Please Read my interview guidelines completely and do Not rely on past interview success alone to succeed in this interview.

By using my interview coaching and giving my guidelines the "benefit of the doubt" based on my over 100 permanent placements and thousands of reasons for hearing candidates rejected, you will be successful in This interview.

The person giving the interview is Not a better Interviewer than you, they do not have the upper hand and they will not intimidate you.

You are not an interview expert. This will only give off an high brow attitude to the interviewer if they think you act like, or want to impress them, with your “interview skills”. Be Humble. Defer to the Interviewer. Let them “teach” you something in the interview. After all, they are not hiring you because of your interview skills right?

Claudio is the only "interview expert" for This interview as I am in contact with many parties at the company as well as other candidates, and I know what you need to do to be successful in This interview and with This employer.

"Interview guidelines“

ABS- ALWAYS BE SMILING1. STICK TO THE RESUME. What I mean is that if I set up a phone interview, I have done my homework. I want you to assume that "they want to Hire your Resume". Meaning that there is nothing you can say to get you hired more than that. The number one reason I see people not moving forward in the interview process is that they bring up examples, or topics, or talk about people Unrelated to their resume.

Particularly when there are more than one person involved in the interview process. i.e. Keeping it simple and sticking to the resume will help you be consistent in your answers. e.g.- In interview 1 you answered question A with answer/example X, and in interview 2 you answered question A with answer/example Z which is not on your resume. If the two people talk about you post interview there is a chance they will check notes and wonder why you did not put answer Z on your resume and Why you gave different answers.

I even go as far as to suggest you consider the "Concept" that Hiring managers choose to look beyond the resume to interview you in order to find what is wrong with you, or what they do Not like about you. By considering this "Concept" as relevant, You can be more conservative in your conversations and revert back to examples from your resume.

Unless the interviewer asks you to, use examples that are listed on your resume And preferably ones that can be backed up by your References. Even if they try to get you to divert from the resume, try to get back to it ASAP.

2. HAVE A CLEAR OBJECTIVE- Your clear objective of a phone interview is to get a face to face interview. You should Not expect to get an offer. You should Not expect to talk about compensation, you should Not expect to approach any Hard choices. Even if the interviewer goes there, try your best to respectfully, back up a bit and see if you can meet them before you go there. You can say things like …At this stage, I am flexible if we have a fit. I am excited about your company and the prospect of meeting you and your team and will make myself available for you.


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3. TELL ME ABOUT YOURSELF (What have you been up to?)…You should have a strategy to answer this question. Your response must be quick and confident. The following is my opinion taken from thousands of exit interviews…This is a default interviewer question. It is designed to set the tone for the interview. One of two things are in the mind of the interviewer at the time of this question.

3A. If you want to set a tone as being “witty” and “light” …Use a pre-determined attempt at humor with a joke or dry humor joke. E.g. (Very dry)- Well, I just took surfing lessons and I decided it’s too cold in the water and I am going to stick with skateboarding. Have you tried surfing?(Smile)... E.g. (Middle of the road) Well, I woke up all excited to meet you and then I read my horoscope and it said I will have challenges today…. Just kidding.(Smile) i.e. Use humor to get your people skills across and test your compatibility with the Interviewer. If they don’t follow you, then you are probably in the wrong place anyway. Depending on your confidence level you can go extreme on this or middle of the road and get a read on the interviewer and build from there. OR3B. Completely professional and on track with the interview objective- (Stick to the resume). Compliment the interviewer…“Great question!”…i.e. Make it sound like you think it is a great question and then respectfully re-direct the interviewer back to your resume… “As it pertains to my career, I have been…”, “Careerwise, I have been…”, etc. OR direct them to the job description and address as many examples from the job description that are covered on your resume and at some point I recommend you ask them if they have any questions from your resume.4. STICK TO THE JOB DESCRIPTION. Use examples and experience that points to the line items on the job description. Your interview should be planned around as many examples of what you can do and will do that are listed on the job description. If you mention the words "job description" at least three times during the interview, you will make a positive impact.

5. Be positive in regards to all, even bad experiences with your current or past employers. Give concise reasons about why you left and then why you joined the next company. Some common acceptable reasons for leaving...Recruited away for career advancement. Company ran out of funds (Although this may show that you make bad choices). Company was not investing in new products or growth. Market shift possibly due to a significant event..Dot bomb, Enron, 911, etc.

6. THE INTERVIEWER SHOULD TALK 50+% of the time at least. Plan on phone interviews going 15-30 minutes. The shorter the better as your Main objective is to get a face to face meeting. If you refer to getting together at least three times, you will get the face to face. Use your time wisely and have points you want to make planned out. In person interviews should go 45-60 minutes Have a clock available for phone interviews and a watch for in person interviews. Time yourself talking 30 seconds at a time and answering questions in 30 second intervals not to exceed 2 minutes in person. If the interviewer is struggling for conversation, ask open ended questions like: How did you get started here? What makes you successful at this company?

7. Poor reasons to say you left a company- Anything that is a lie or can not be verified. Some poor reasons to leave... To travel less (Mostly significant in traveling positions. But, can work in your favor fo non traveling positions). Did not like your boss. Company's options/stock price was too low, company was on hard times.

8. COMMON AND ACCEPTABLE REASONS TO JOIN A COMPANY...Career advancement. Followed your manager whom you had success with previously. Believe in the technology. 9. POOR REASONS TO JOIN A COMPANY...Travel/location (Previously stated). I needed a job. Anything that is a lie or can not be verified.

10. Basically, my point is there are many reasons to leave and/or join a company and based on my 12 years of doing this, I can help you develop a concise and pragmatic pattern while being truthful and honest.


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11. Keep an open mind to the opportunity even though you may have more questions. (Ask me as many questions as you need to in order to keep the conversation with the interviewer focused on you and him and your ability to do the job and work well with him.)

12. (For phone interview)- Be confident in your intentions of working for them and try to offer examples of your face to face people interview skills so that you can get to the next step which is an in-person interview. Drop hints of your in-person/face-to-face people skills including offering that you have presentations on your laptop or enjoy working on the white board...All things said to entice the interviewer to want to meet you.

13. Bring at least 3 clean copies of your resume in a notebook folder to take notes. Have a copy of your resume in front of you in the interview. Also have a copy of the job description printed and in front of you.

14. Keep answers to questions short direct (e.g. Yes, I worked there for 6 months or No, I have never sold a $100k deal)…and then ask if more explanation is necessary, “ But, I can offer some other examples if you like”, OR “I can go on and on”, OR “I can add more if you like”, etc. Do Not ramble on, or digress from the question asked.

15. Show interest about them as a company and the products. However, also act in a manner that you want to be given good reasons for leaving what you are doing now. E.g. You should ask questions like...How have others done in this position? How would you compare working here to other similar sized employers in the space? How did you get started working here?

16. Study up on the products and the competitors. Perhaps even have a “go to market” strategy.

17. (For phone interview)- I hope that each of these interviewers generally likes you when the call is done. It is not as necessary for you to "prove" to them that you are the expert on the technology...Unless they ask.18. Answer questions directly. Don’t digress from the question asked and keep dialogue to 1-2 minutes in person, or if on the phone - 20 seconds max. before you check in and ask "Does that answer the question?, would you like me to elaborate, etc..

19. Watch the interviewers eyes, shoulders, and hands to see if they are getting antsy with your conversation and then stop talking ASAP.

20. Show enthusiasm for the opportunity. (Do not play hard to get)

21. Have 2-3 relevant examples and/or subjects pre-planned to talk about so you retain some control of the direction and outcome of the conversation and thusly the interview. These examples should be on your resume and even better, be referenceable by your references.

22. Have concise and simple to understand reasons for why you left each of the jobs on your resume and why you joined the next job. e.g. If you left because you hated your boss…Say you left for a better opportunity, or you got recruited away, etc. I am not saying lie or cover anything up, just use an answer that is true, but not ugly true. (For Final interviews, review the answers you gave in the previous phone interviews and be consistent with those comments/answers). e.g. DO NOT think they want to hear something different...This only increases a risk of doubt.

23. Review the months AND the years of employment. e.g. you put 1996-1998 on a job. This could be 13 months or it could be 35 months. 1999-2000 could be 1 day or 23 months and 29 days.


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24. Do not use your current employer as a bargaining or negotiating tool. This is very tempting, but shows two negative things- 1. Immaturity- Mature job seekers know that if they ever tell their current employer that they are leaving, or threaten that they are leaving, the employer will immediately try to keep them, but in the long term let them go at the first opportunity. 2. Insincerity- If you tell the interviewer that you may still stay at your current employer, for whatever reason, they will think you are not serious about a new position and immediately dismiss you as a candidate.

25. Always put your contact info on e-mails. Either put an auto signature in your outlook, or manually add your full name, best message phone number, e-mail address, and City/State to every e-mail. This makes it easy for the recruiter and the interviewer to find you when they need to without searching there database for your contact info. Believe it when I say that this one detail alone could win, or lose you an offer.

26. End the interview with a positive note and with a specific understanding of where you stand and what the next step is.

27. Send a thank-you e-mail with some fun facts from the interview and always cc: me on all e-mails.


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Date post:	16-Apr-2017
Category:	Recruiting & HR
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Career life cycle management by claudio weinstein introduced 4 18-2013-revised 7-30-14 (5)

Recruiting & HR