Job hunting is not as simple as it used to be. Especially post-pandemic, when the job market has undergone a paradigm shift with increasing competition, companies are adopting a distributed workforce model and are more willing to operate digitally. This shift compels job seekers with a more aggressive approach to their strategy, and Global Class emerges as a potent ally.
Today, Global Class frameworks sit primarily on the desks of international expansion teams, providing a playbook for them to execute global growth initiatives. But did you know there are many ways to utilise these tools? You might not be aware, but they can also be used to get you to the next step and get hired for a dream job in international business.
Take Troy Malone, a tech executive with 15+ years of experience taking US companies into the international markets, who was applying for the role of Vice President of International Operations at Drata.
The role would require Malone to oversee all endeavors that occur outside the US, where Drata is incorporated. That includes looking at revenue and growth opportunities, logistical challenges and ensuring that business operations adhere to local regulations and tax policies.
Handling a multiple-stage interview process
Malone’s interview process with Drata was rigorous. In a span of one month, he was interviewed separately by five different stakeholders in the company: three Founders, the Vice President of Marketing, and the Vice President of Business Development.
Malone says, “Most executives hiring for a position like ‘VP of International’ or any other type of ‘expansion’ position are usually not highly sophisticated about international or expansion. So there’s a fair amount of education that a candidate needs to do on what these roles entail, and the outcome you want is to essentially illuminate the need for you.”
Also Read: How Localisation Discovery is setting up the yardstick for successful international growth
In previous job interviews, he used simple lists to explain the complexities that come along with international expansion. But to stand out from other similarly-experienced candidates, he needed a visual tool that took localisation and complexity away from just an abstract conversation to a concept that was easily understood.
Enter the Localisation Premium Analysis (LPA) tool
The answer to Malone’s needs is the Localisation Premium Analysis (LPA), a tool that maps out, tracks, and manages the complexities (localisation premiums) that come along with entering and scaling within new global markets.
As Malone explains, the spider chart visualises the various subcategories of localisation premium to help companies understand to what extent they need to localise and are adding organisational complexity. If dots are far away from the middle “PMF in your initial market”, it indicates that the expansion takes a lot of effort and work to be successful.
Malone was part of a list of 400+ expansion executives that the Global Class co-authors interviewed for the book. As soon as the frameworks were made available to the public, he immediately began to incorporate the tools from the book into his video job application to demonstrate his competency for the role.
Interviewing tactic: Creating a video job application
Since the job interview required five separate interviews with five different people, Malone devised a plan to compile all of their questions and answer them in one video. He downloaded the LPA tool, loaded it on Canva, and projected the image through Mmhmm software.
Using knowledge based on the various conversations he had with the different stakeholders during the multi-stage interview, he created his own LPA canvas to illustrate the expected work that needed to be done should he assume the role of the VP of International Operations. The leadership was instantly sold, and could clearly see Malone being more than capable of driving the international efforts for the company.
He explains, “I use dots to mark and go through each dimension of the LPA. Typically at companies I work for, Product Premium is pretty low, Sales Premium is very high, and so on. I would go through the process of connecting each of the dots and rating each one. Then, I would take another color and say, ‘Right now, we’re not even localised on the marketing front.’ This allows me to visualise where the company is now and where we need to go.”
The LPA demo became central to Malone’s ability to showcase his own ideas for Drata’s international growth.
Advice for those looking for a career in international business
The job interview was a success. Not only did Malone get hired for the job, but he also impressed the interviewees so much that they considered making all business executive candidates submit a similar video format.
Also Read: How Uber reached global scale by empowering localisation
When asked about tips to ace a job interview, Malone says, “Do things that have never been done before.” In his case, the video job application made him stand out. For roles specific to careers in international business, he explains, “If you’re early in your career, take some chances that could get you international exposure early on. That could mean accepting a role at an earlier startup in a country that you want to work in because they desperately need international people.”
He adds, “If you’re mid-career, note that bigger companies have opportunities where you can find assignments in different areas of the world. Start actively looking and applying for those while also developing the skill sets required. If you’re in your later career, then it becomes mostly your reputation and contact base.
“Hanging out with great people is always the best way to do that because there are so many opportunities that come out of that. In all the jobs I’ve had in my life, I never had to look for any. It’s always through connections and being available to listen to the market to find where the opportunities are.”
A recommended tool to land a dream job in international business
Initially, Malone used the LPA tool to get hired. But it also has another important purpose once an executive lands the gig: get leadership buy-in. During the interview, he showcased his capabilities and understanding of what needed to be done. But once he started working, he continued to use the LPA to build internal consensus and secure resources for the company’s expansion plans.
The LPA is just one of several Global Class frameworks that could be used to communicate the intentional changes or “localisations” necessary to scale in multiple local markets.
Today, Malone considers the LPA an essential tool in his international operations role. “I didn’t know what I was missing until I had the LPA tool. It has allowed me to wrap up and clarify all of my philosophy and strategy into a comprehensive visual tool in a way that I’ve never really thought of. It was a happy discovery; it felt like home.”
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