| Attracted by the Light | | | | middle managers will be among those shrinking the |
| In an industry as dynamic as IT manufacturing, the | | | | most, according to Ms. Schaefer. "I think that once |
| bright spots do shine through -- as long as you're | | | | the economy picks up, we'll see this [demographic] |
| looking for them. For example: | | | | dynamic come into play again," she says. "The |
| Packeteer Inc., whose equipment helps make internal | | | | long-term message is, 'Get thee an IT career.' " |
| online networks more efficient, experienced an 18% | | | | But since IT manufacturers now can selectively fill |
| sales increase last year due to customer demand for | | | | upper-level positions, they're holding out for people |
| its products. As a result, the Cupertino, Calif.-based | | | | who bring more to the table than just a solid resume. |
| company recently sought a new vice president of | | | | Candidates who combine a technical background with |
| marketing and a new vice president to handle | | | | business skills are getting the best shots at senior |
| business development. | | | | positions, Ms. Schaefer notes. |
| Iris Inc., based in Boca Raton, Fla., also is hiring. The | | | | If you're working, "lobby to take a course in dealing |
| company makes text-recognition hardware and | | | | with finance," she suggests, "or with developing your |
| software and for two months, has been trying to | | | | communications capabilities -- not just doing |
| find a director to deal with original equipment | | | | proposals, but really outlining a business case to a |
| manufacturers (OEM) in the U.S. It also is seeking | | | | team of executives." |
| senior-level executives for its European operation. | | | | Look Online for Openings |
| Contour Design Inc. is a 1995 start-up that designs, | | | | Other trends are affecting career prospects for IT |
| develops, manufactures and markets ergonomically | | | | jobless and employed executives. For instance, if |
| friendly computer-mouse devices. Sales were $4 | | | | you're looking for a position with an IT manufacturing |
| million last year, and growth has been so robust for | | | | business, try the Internet. Nowadays, IT hiring |
| the 50-employee company that it now has three vice | | | | executives say they don't necessarily need |
| presidents, up from one a year ago. | | | | executive-search firms to find senior-level hires. |
| "We want to capture the opportunity to expand to | | | | "A year or two ago, a lot of companies still wouldn't |
| the next level," says Steven Wang, president and | | | | have bothered posting VP-type jobs, because we |
| chief executive officer of Windham, N.H.-based | | | | didn't think that level of candidate was looking for a |
| Contour. "Our next target is to double in the next | | | | job online," says Mr. Guaglianone. "Now, there are a |
| year or two, and we realized we needed a stronger | | | | ton." In fact, last year Unisys received 23% more |
| team of middle managers because we make multiple | | | | resumes for director-level and above positions than |
| products. We don't have a single, $10 million product | | | | during 2008. |
| line. The idea is to make lots of niches." | | | | Now also is a good time for employed executives to |
| Chris Charyk was attracted to Contour by its | | | | take steps to differentiate themselves. One good |
| innovative products, an unchallenged price point set | | | | strategy is to identify ways their companies can |
| below offerings by Logitech and Microsoft brands, | | | | make improvements even in lean times when funds |
| and by Mr. Wang's personal pitch. So Mr. Charyk, a | | | | are scarce. |
| 45-year-old former management consultant, left his | | | | CEOs particularly want "people who can deliver |
| previous position doing due diligence for tech-investing | | | | services innovatively to external and internal |
| venture-capital firms to become Contour's managing | | | | customers and really just find ways to move |
| director of audio-video products. "This job was | | | | efficiency to the next level," says Phyllis Klees, |
| created for me," Mr. Charyk says. "Coming from a | | | | technology expert in the human-capital services |
| consulting background, I found it quite challenging to | | | | group of Deloitte & Touche, in San Jose, Calif. |
| think about developing a general-management role." | | | | "Maybe they're able to re-look at a market segment |
| Prepare for a Market Shift | | | | and figure out how to compete in a changed market. |
| Though it seems ancient history, only three years | | | | Or perhaps it's looking across the organization for |
| ago, skilled-labor markets - especially in high-tech - | | | | ways to eliminate redundant functions." |
| were so tight that many mid- and upper-level IT | | | | Despite market conditions, companies see IT |
| professionals could write their own tickets. While | | | | compensation rising. Meta's IT survey, not just limited |
| employers now have leverage, technology | | | | to manufacturing, finds 26% of respondents |
| management could become a seller's market again in | | | | expecting an increase in IT compensation budgets by |
| the next few years. | | | | 2009, up from 22% a year ago. And the research |
| As the decade wears on, millions of baby boomers | | | | firm expects IT compensation to jump once an |
| are expected to retire, and the ranks of technology | | | | economic recovery begins. |