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Sr Strategic Alliances Manager

Requisition No.:  155981
Category:  Development
Location:  Hyderabad, AP, IN

Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your unique experiences and creative ideas to the table. CA Technologies provides software and solutions that help our customers to develop, manage, and secure complex IT environments to increase productivity and enhance competitiveness in their businesses. It’s our aim to encourage global collaboration and results-oriented innovation, while supporting and developing our talented people and our communities. CA Technologies will empower you to drive authentic success, for both the business and yourself in the application economy.

Job Overview
This position is responsible for managing and executing business and technical partnership operations, strategic
solution initiatives and building bi-directional relationships with CA BUs and the key partner technical and/or marketing
contacts; and supporting all partner initiatives both from business and technology perspectives.


Key Responsibilities
Act as primary technical liaison between partners and CA Development.
Support Alliance Director as appropriate in building relationships with designated partners.
Lead and manage specific technical corporate alliances and related programs.
Act as a technical advisor to CA senior management on partner technologies and strategies.
Establish and maintain constant, cordial and vigilant contact with technical and development representatives
from Business partners.
Obtain relevant data on partner product and technology strategies and provide education, advice and technical
materials (including briefings) on partners' products and technologies to CA Development, Brand Unit Marketing
and Business Development.
Co-ordinate appropriate visits/meetings between Partners & CA to discuss technical and development related
issues.
Develop comprehensive go-to-market plans with appropriate partner managers around joint partner solutions
and ensure execution of plans in the field.
Build alliance strategies with the CA Business Units, product marketing managers and channel organization.
Understand market environment: key drivers, barriers to success, key partners, competition etc.
Develop and maintain metrics for tracking success of relationship impact to CA and partner.
Increase partner awareness of CA product line, keeping partner updated on roadmaps, new products and new
releases.
Where applicable work to attain product inclusion in partner demo centers and briefing facilities.
Monitor Technical issues between CA and assigned partners - escalating as appropriate.
Coordinate CA development's requests for partner hardware/software and technical assistance, and secure
appropriate resources from the partner.
Maintain a log of all partner-supplied hardware and/or software resources.
Assist brand units with preparation and coordination of product certification activities with partners.
Develop strong relationships with Partner's technical decisions makers.
Maintain Internal documents, reports and partner technical web site content.
Maintain internal hardware and software access guidelines.
Maintain comprehensive and accurate project list for all partner activities.
Understand and communicate to development programs the Partner may have that can benefit CA from an
educational and technical perspective.
Work with Partner Managers to build partner strategies to achieve partnership business value.
Build and maintain strong relationships with other CA departments, and promote the value of CA's partnerships
encompassed by the Center for Technology Strategy.
Maintain comprehensive knowledge of CA's products, and service offerings.
Gather, maintain and communicate partner intelligence for all assigned partners.
Communicate with all levels of internal/external management.


Typical Role Definition
11/6/2017 Job Description: Sr Strategic Alliances Manager (E0966)
http://qms.ca.com/jd/description.asp?PTR=1&ID=2715&SRC=FIND 2/3
Professional Staff. A senior level professional role. Evaluation, originality or ingenuity required. Knows and applies the
fundamental concepts, practices, and procedures of a particular field. Has mastered the key responsibilities.
Assignments can be broad in nature. May serve as a resource to others to resolve complex problems and issues.
Instructions generally provided in general terms. May take on project lead role as required.


Job-Specific Authority and Scope
Generally works without consulting their manager.
Independent decisions are made weekly.
Examples of typical decisions without manager consultation:
Communicate with target partners
Update content & collateral for target partners
Update business plans for target partners
Typically has no direct reports.
Typically has no total staff.
Typically has a global geographic focus.
Typically does not manage a budget.
Other scope factors include:
Responsible for technology partners spanning 1 or more BUs
Responsible for partner influenced revenue of $2M more more
Leads tactical initiatives across 1 or more BUs with planning horizons of up to 1 year


Business Travel and Physical Demands
Business travel of approximately 25 percent yearly is expected for this position.
Physical demands:
Office environment. No special physical demands required.


Preferred Education
Bachelor's degree or global equivalent in a related field. Master's degree preferred.


Work Experience
Typically 10+ or more years of experience in business development, marketing, alliances and alliance programs in the
Information Technology industry.


Skills & Competencies
Strong leadership, planning, execution, presentation, communication (verbal, written and interpersonal),
negotiation and multi-tasking skills. Must be able to lead, review and execute multiple strategic programs and
projects within specific alliances. Proactive and entrepreneurial work style and strong ability to work without
direction with breakthrough thinking, influencing and execution capabilities. Excellent leadership, organizational,
and attention to detail are critical aspects in this strategic position within CA. Solid networking skills required.
Ability to understand and present CA corporate and product strategies, and the ability to interface and drive
results at senior management levels both within CA and with the partners and other external parties
Excellent oral and written communication skills. Strong ability to communicate efficiently and effectively with
development and marketing organizations.
Ability to work as part of a team and to interface appropriately with internal and external management.
Ability to understand the high-level business benefits of CA's product offerings.
Strong technical background and technical knowledge in platform technology areas to understand the
value/implications of Partner offerings.
Excellent relationship building and follow-up skills.
Strong strategic analysis capability (i.e., ability to conduct research into assigned partner's business, strong
reasoning skills; logical thinking; ability to see the big picture)
Strong ability to evangelize CA solutions and express CA's value propositions.
Ability to identify partner needs and problems, and navigate effectively within the organization (both CA and
partner's) to resolve issues and/or obtain resources needed to perform duties.
Strong organizational abilities; ability to run meetings efficiently, project management skills
Excellent Time management skills (i.e., ability to juggle multiple tasks/projects simultaneously


Certifications
Certificate of Achievement - Alliance Management (Certificate issued by Association of Strategic Alliance
Professionals)

 

If you want to fulfill your potential, be acknowledged for your achievements, and be given autonomy to make decisions for your business and customers; if you want to work with a company that respects you as an individual - recognizing both your needs at work and your responsibilities outside of it - then CA Technologies is where you belong.  At CA Technologies your passion and expertise can directly impact the business and you’ll help offer our customers practical approaches to delivering new, innovative services and value through IT.


Learn more about CA Technologies and this opportunity now at http://ca.com/careers


Note to Recruiters and Placement Agencies: We do not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any of our employee. We will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered our property and will be processed accordingly.


 

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