Landing an executive-level job is often seen as the pinnacle of career success after years of dedication and hard work.
Do you know how the top jobs are created? According to ExecuNet career strategist and former executive recruiter Saundra Botts, the journey to these roles begins long before a job description ever appears on a job board.
The Hidden Reality of Executive Hiring
It’s a proven fact: 85% of professionals earning over $200,000 annually will secure their next position not through a job posting, but through their network. As Botts explains, “Executive roles rarely just appear on a job board. These positions evolve as companies face new challenges or opportunities that require highly specialized leadership. The key to landing such a position is to be part of the conversation before it turns into a formal job listing.”
The “Top of Funnel” Concept in Executive Recruiting
Botts draws on her extensive experience recruiting through three recessions and working closely with senior professionals. She observes that executive jobs are often created in response to a company’s changing needs, often through what she terms “early-stage conversations.” For aspiring executives, understanding this top-of-funnel phase can be transformative.
Positioning Yourself Before a Job Exists
This funnel process continues as companies begin to clarify the skills and experiences they need to address emerging challenges. Botts emphasizes that executives should strive to be part of these early discussions: “You want to be in those early conversations, so you’re not competing with a field of hundreds when the job is eventually posted.”
How to Insert Yourself at the Top of the Funnel
The question is, how can executives position themselves to be part of these top-of-funnel discussions? Botts advises professionals to pinpoint the specific problems they solve and communicate this effectively across all their professional channels.
“You have to know the specific problem you solve and ensure it’s clearly communicated in all your professional materials,” she explains. “When you position yourself as the answer to a specific problem, people start to see you as the ideal person for the role—even before it exists.”
Case Study: Steven, the Global Expansion Expert
Steven was a senior leader at a fast-growing tech company with extensive experience in international markets. When the company’s leadership team began exploring the possibility of expanding into Asia, they knew they needed someone with global expertise but hadn’t yet defined the role. Recognizing this as a potential opportunity, Steven reached out to ExecuNet for guidance on how to position himself as the right candidate for the job—even before a formal position was created.
Crafting the Value Story
The ExecuNet team worked closely with Steven to clarify his unique value story. They identified his deep understanding of international market entry, regulatory landscapes, and his proven track record of leading successful expansion initiatives. Together, they articulated how these skills aligned with the company’s strategic goals. Steven’s ExecuNet coach helped him develop messaging that highlighted his experience in navigating market complexities, understanding local consumer behavior, and establishing partnerships that drive sustainable growth.
Building the Go-to-Market Strategy
With ExecuNet’s guidance, Steven crafted a proactive go-to-market strategy. He was coached on approaching key stakeholders, such as the CEO and board members, to offer insights into the challenges of expanding into new regions. ExecuNet helped him frame these conversations as advisory rather than self-promotional, allowing him to offer valuable expertise without overtly pitching himself for a role. Over several months, Steven positioned himself as the logical choice to lead the company’s expansion into Asia. When the company ultimately formalized a Chief Global Officer role, Steven was the natural candidate for the position.
Case Study: Yanelle, the Operational Efficiency Leader
Yanelle had over a decade of experience in operations management and was known for her ability to identify inefficiencies and optimize processes. When a manufacturing company in her network began struggling with supply chain disruptions, Yanelle saw an opportunity to leverage her expertise. However, there was no executive-level role open for operational improvement. Yanelle turned to ExecuNet to develop a strategy for inserting herself into the conversation at the right time.
Defining the Value Proposition
ExecuNet’s experts helped Yanelle distill her value proposition into a compelling story, focusing on her record of identifying hidden bottlenecks, reducing costs, and implementing streamlined processes across various operational settings. ExecuNet’s career advisors worked with her to articulate how her results could directly impact the company’s current challenges and future efficiency. Together, they crafted messaging that portrayed her as a thought leader in operational excellence who could deliver tangible, bottom-line results.
Executing a Targeted Go-to-Market Approach
ExecuNet then collaborated with Yanelle to design a targeted go-to-market strategy. They coached her on reaching out to key executives within the manufacturing company, including the COO and supply chain director, offering her insights on how to tackle current inefficiencies. ExecuNet’s team helped Yanelle prepare for these conversations by role-playing scenarios, anticipating possible objections, and refining her pitch to be solution-focused and actionable. Yanelle effectively positioned herself as a strategic advisor, ultimately leading to her being offered the newly created role of Chief Operations Officer as the company recognized her expertise as the solution to their operational challenges.
The Three Must-haves for Executive Job Seekers
Botts identifies three essentials for executives aiming to position themselves as candidates before roles are formally created:
- Showcase Your Value: Be ready to articulate the unique value you bring. It’s about educating others on the problem you solve, not merely stating that you’re job hunting.
- Optimize LinkedIn for Visibility: Ensure your LinkedIn profile showcases your value proposition, not just job descriptions. This helps you attract recruiters and decision-makers.
- Be Proactive, Not Reactive: Engage in conversations early. Seek out problem-solving discussions happening within companies and position yourself as a solution.
Conclusion: Be Ready for Opportunities Before They Exist
Executive roles often arise from a company’s evolving needs rather than formal job postings. When you’re clear on your value and can proactively position yourself as a solution, you don’t just land a job; you become the leader they need before they even know it. By understanding how executive positions come into existence and positioning yourself as the answer to a company’s challenges, you can unlock opportunities long before they’re officially announced—staying ahead of the competition and positioning yourself for the next big executive opportunity.
