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Account Director, Partner Sales

Requisition No.:  155250
Category:  Partner Sales
Location:  Paris, J, FR

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 eliminating the barriers between ideas and outcomes for our partners through the introduction and use of CA Technologies solutions to solve their client's business challenges. This will be accomplished by recruiting, strategic planning and enablement of partners. This position must have a thorough understanding of the partner's business and the industry in which they compete, their corresponding IT initiatives and offerings, identifying where and how CA can help grow their business, develop compelling business value proposals and sales plays for our solutions, and engage with both the field, partner and digital sales teams to execute; all which results in growth of PNCV. This position is further responsible for developing and maintaining trusted relationships with the C-suite, senior level decision makers, and other key stakeholders within the Partner account(s).

Key Responsibilities

The Account Director, Partner Sales will own the Agile Operations Indirect Business in Commercial as Primary Quota Carrier.

 

Overall, this position is responsible for delivering positive, quantifiable results for our partners by exhibiting:

  • Partner Strategic Planning - With geo view, analyzes market dynamics, customer trends and competitive analysis and identifies where and how CA can grow their business; build partner business plans which include enablement plans, account planning, marketing plans, demand generation, operational cadence and communication plan.
  • Partner Focus: Recruits and deploys partner engagement model.
    • On-Board: Ensure activation team is assembled and Focus Partner planning sessions are scheduled; Leads education of the partner on program, tools & resources, and partner portal navigation.
    • Plan: Drive GTM business plans with Partners, field sales and/or solution focused partner sales roles, and BU Partner Advisors including.
    • Educate: Ensure technical and enablement team have completed the schedule and deadlines for sales, presales and implementation enablement certifications; communicate partner's GTM strategy and the joint business plan to cross functional teams.
    • Execute: Hold partners and CA accountable for agreed-upon activities identified in the business and enablement plan; complete partner milestones in SFDC on account record; work with Partner, field sales and/or solution focused partner roles on ongoing joint business plan activities, pipeline development and opportunity management; monitor and report weekly/quarterly forecast and quota attainment of focus partners.
    • Communicate:  Drive communication events, planning, EBC's and QBR's, demand gen and connections internally at CA; ensure partner success stories are delivered within CA and partner; monitor and report on progress.
    • Reward: Ensure partners are publicly recognized for their achievements; highlight partner strengths and accomplishments within CA; ensure partners receive financial benefits and incentives of the CA Partner Program when requirements are met.
    • Assess: On a quarterly basis work with GPO Geo VP to ensure partners who are underperforming are considered for removal from the Focus Partnering for Mutual Success plan; continuously work with Geo's or countries to ensure future partners are being incubated for potential addition to Focus Partnering plan.
  • Partner Commitment:Acts in ways that demonstrates customer and partner focus and satisfaction by building effective executive-level relationships with partners; identifying, meeting and exceeding partner expectations; serves as company interlock between partners and sales, digital sales, technical sales and business units.
  • Knowledge and Application of a specific CA's Solution Set: Know and understand CA products, how they integrate how to identify the solution to best meet the customers' business needs and how to appropriately position the CA domain solution with partners and customers.
  • Territory/Partner Account Management:Understands both the partner and customer landscape and identifies and prioritizes NCV sales opportunities in conjunction with the field sales and/or partner sales team; understands market dynamics and opportunity; competitive analysis; establish accurate plans and forecasts; prioritize efforts; measure partner sales business plan progress; generate short-term results while holding a long-term perspective to maximize overall territory viability and partner success.
  • Effective Communication:Deliver oral and written communications that are impactful and persuasive with their intended audience.
  • Industry Knowledge:Knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
  • Effective Selling:Builds solution plays and demand generation in conjunction with BU partner advisors and Marketing; monitors effectiveness of activities and adjusts accordingly; provides guidance on deal structuring, quoting and opportunity management.
  • Business Acumen:Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
  • Partner Acumen: Understands the partner strategy, how they operate and financial measures; leverages knowledge of what motivates a partner and tailors CA's partner value proposition to influence actions and decisions; understands the scope of Partner's offerings; understands the partner program and how to optimize rewards and payouts.

Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; knows how financial decisions impact business success.

 

Typical Role Definition

Sr Professional Staff. A seasoned, experienced professional with a full understanding of area of specialization. Resolves a wide range of issues in creative ways. Complete understanding and wide application of principles, theories, and concepts in the field. General knowledge of other related disciplines. Strong competence with the various tools, procedures, programming languages used to accomplish the job. Usually works with minimal supervision, conferring with a supervisor on unusual matters. May be assisted by (and at times direct) less senior level employees. Requires daily decision-making capabilities and actions that may not be reviewed by superiors. Assignments are broad in nature and need ingenuity and originality to solve. Contributes to moderately complex aspects of a project. May assist more junior staff members with aspects of their job. Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. May play a role in high-level projects that have an impact on the company’s future direction.

Job-Specific Authority and Scope

  • Generally works without consulting their manager.
  • Independent decisions are made daily.
  • Examples of typical decisions without manager consultation:
    • Negotiate partner agreements
    • Review and approve partner business plans, MDF, enablement, discounts and rebates
    • Review and approve commissions
  • Typically has no direct reports.
  • Typically has no total staff.
  • Typically has a geographic focus of Region (APJ/EMEA/LA/NA).
  • Typically does not manage a budget.

Business Travel and Physical Demands

Business travel of approximately 50 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 or equivalent training in business or account management.

Work Experience

 

Typically 8 or more years with proven results in the disciplines necessary to build a healthy and growing Partner Ecosystem (partner business planning, partner engagement, sales management, program and campaign management) with an understanding of technology, market dynamics and industry trends.

Skills & Competencies

 

  • Domain Knowledge: the ability to drive a competitive position by applying depth of technical and industry knowledge, knowledge of market and customer industry trends, and strengths and weaknesses compared to others.
  • Business and Financial Acumen: understanding of how a business operates, what drives profitability, and how decisions impact other areas of the organization.
  • Consultative Selling: When selling with a partner, serves as a proactive thought leader, through all phases of the sales cycle, by integrating CA Technologies understanding of the organization and business drivers to create viable short and long term solutions.
  • Operational Excellence: Successfully navigates the internal organization and uses processes, systems, tools and resources to accomplish assigned business goals and ensure partner/customer satisfaction.
  • Objection Handling: Uses a logical, repeatable objection handling process including; understanding the issue; determining if it will keep the customer from buying; and working with the customer to determine what can be done to remove the issue.
  • Relationship Building: Identifies and initiates working relationships, develops the relationships and maintains them in a way that is mutually beneficial.
  • Problem Solving: Identifies problems and uses logic, judgment, and data to evaluate alternatives and recommend solutions to achieve the desired organizational goal or outcome.
  • Persuasiveness: The ability to gain others support for ideas, projects and solutions amongst peers/executives both inside and outside of CA.
  • Presentation Skills: The efficient and effective exchange of information to achieve a specific objective using proven structure, flow, content and techniques.
  • Solution Knowledge: Proactively maintains up-to-date knowledge of CA Technologies solutions, products and services, in order to align them with customer requirements and goals.
  • Decision-Making: Apply experience, discipline and judgment to ensure mutually beneficial decisions are being made for partners, end-users, CA and employees; consult as appropriate with areas of expertise within CA leadership to ensure decisions for region are aligned with corporate goals and strategies.
  • Conflict Management: Manage escalated conflicts, read situations quickly, handle tough disagreements and settle disputes quickly, equitably and objectively ûby finding common ground and obtaining cooperation with minimum disruption.

 

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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