About CA :
CA Technologies is a Fortune 1000 company with a startup mentality and we’re searching for incredible, bright talent to dominate in the marketplace.
Sure, CA has been a leading software company for nearly four decades, with a global customer base that includes the majority of the Fortune 2000 -
but what excites us today is the opportunity to redefine the future of our industry in the age of the cloud, mobile, social and big data.
We have a daring vision and a powerful, expanding solution set that helps the world’s most successful companies realize their boldest objectives.
For more information, visit www.CA.com / innovation.
About the Services Education Sales Manager Role :
Develop and drive strong working relationships with the Sales, Channel, Services, telesales, existing customers, and prospects to identify and grow major Services & Education opportunities that achieve CA Services & Education's business plan goals for the Regional, Area, and / or Country.
Create stand-alone Services & Education proposals and presentations and provide direct, outward-facing consultative support for major accounts and major Services & Education proposals.
Able to professionally present / demonstrate the appropriate at High Level the Services & Education solutions (e.g., CA PA) and articulate the business value at our customer outcomes.
Drive increases in Services & Education NCV, revenue, and attachment rates in product and Services sales opportunities through independent initiatives and strong collaboration with field organizations to meet Regional, Area, and / or Country level quotas.
As directed, work with the other members of the Services & Education Sales team and the Direct Sales / Channel Sales and Services groups to position Services & Education sales, and to assist, as necessary, to close the deals.
As directed, develop and package programs and incentives for Channel Services & Education sales.
Use skills and understanding of the consequences and implications of decisions and actions to lead CA Services & Education, Services, and product in assessing contractual risks.
Demonstrate with proficiency new CA Services & Education offerings.
Build strong client relationships and develop appropriate Customer Adoption Solution to exploit opportunities while optimizing contribution margins.
Articulate CA's Services & Education strategy, philosophy, and offerings to the Sales team, Services, customers, prospects, and partners by being recognized as an Services & Education expert and leading speaking engagements, such as at CA World.
Ensure client satisfaction through the Services & Education life cycle and initiate dialogues to generate additional incremental Services & Education opportunities.
Develop the willingness of Services & Education customers becoming CA references.
Oversee the application and implementation of new work processes as they relate to Services & Education transactions and lead the adoption of the changes and improvements.
Facilitate the transfer of opportunities that fall below a pre-determined dollar threshold to other members of the Services & Education sales team t I for follow-up.
Maintain accurate forecast reporting and detailed information on each stage of the sales-cycle within an account.
Adhere to Time and Expense Policy as posted on OneCA.
Adhere to CA Policies of Code of Conduct / Ethics, Security and any required training available in the LMS.
Skills & Competencies :
Shows business development skills and strong relationship building / influencing skills. Persuasive with presence and credibility.
Proactive, consultative selling approach. Self-starter. Ability to influence and motivate. Strong verbal and written communication skills.
Commercially and financially aware of implications of Profit and Loss statement. Possess the ability to plan and drive projects to completion by teaming across multiple organizations.
Able to adopt a disciplined and entrepreneurial approach to achieve company goals and objectives. Good commercial acumen, credibility and presence to enable effective relationship building.
Possess a knowledge and appreciation of CA's marketplace and portfolio and its major competitors and able to take correct strategic and tactical decisions for CA Services & Education.
Strong presentation skills enabling them to sell themselves and their enthusiasm within the company, to users, business partners, prospects and the media.
Must be adept and comfortable in public settings, including but not limited to conducting client demos, public speaking and client presentations.
Qualifications / Requirements :
Typically 7 or more years of experience as an IT Services / Sales professional, with advanced knowledge of the IT industry.
Candidate should have experience at a professional IT services company or software provider, and have a broad understanding of technology concerns in relation to Services & Education.
Bachelor's Degree or global equivalent in business or an IT related field.
Have good communication skills;
Business travel of approximately 50 or more percent yearly is expected for this position.
English Advanced Knowledge (Native Local Language)
A Great CA Employee :
Takes smart risks
Is a driver
Doesn’t take themselves too seriously
Likes to laugh
Loves a good challenge
Is resilient when faced with setbacks
Teams well with others
Insists on quality results
Adapts easily to change
Solves problems creatively
More About Working at CA :
CA has earned scores of global Workplace Excellence awards in the last few years and there’s a reason for that. Here you’ll have the opportunity to eliminate barriers for our customers and earn a competitive compensation and total rewards package all while pushing the boundaries of what’s possible by collaborating with a diverse team of global innovators.
In short, CA’s fun, diverse, and fast-paced culture has put us on the map as one of the best employers in Information Technology.