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Services Engagement Manager - Services Sales (Central Region)

Requisition No.:  160383
Category:  Services
Location:  Plano, TX, US

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.

 

Services Engagement Manager – Services Sales (Central Region)

 

This position is responsible for driving CA services business growth by working directly with customers, CA licence sales and PS delivery teams to identify, scope and close new education and services opportunities within assigned accounts or territory. Scoped opportunities should realise customer value and meet CA business requirements for profitability and quality. This is a direct sales role with an assigned quota.

Key Responsibilities

  • Leads education and services business development efforts within assigned accounts or territory and acts as the single point of contact for services opportunities across all CA products in supported accounts;
  • Actively maintains and develops close collaborative relationships with CA business unit sales groups;
  • Creates high quality presentations and Statement of Work (SOW) proposals for all assigned accounts or territories including input to RFP, RFR and ITTs;
  • Provides best practice and content leadership during the opportunity life cycle;
  • Enables profitable and successful project completion by scoping projects to ensure resources requirements and timescales are achievable;
  • Advanced understanding and use of CA sales methodology, forecasting systems and tools;
  • Builds a pipeline of new business of at least 3x quota, regularly undertaking reconciliation planning and pipeline generation activities to achieve quota for both licence attached and unattached business;
  • Accurately reports status on all opportunities using relevant CA systems and reviews with services leadership on sales forecast reviews;
  • Collaborates closely with assigned PS SMEs including architects, consultants and Practice teams to align delivery approach and scope to sales development plans;
  • Ensures smooth handover during deal closure to project and service delivery teams;
  • Communicates regularly and directly with delivery teams in order to maintain opportunity momentum;
  • Scopes and closes customer change orders as required during project delivery;
  • Builds and shares experience based knowledge and resources directly with peers and across CA;
  • Adheres to all company policies, including but not limited to time and expenses, code of conduct, ethics, security and any required training available;
  • Continually identifies customer knowledge gaps and opportunities for CA product or service expansion and enhancement.

Typical Role Definition

Senior professional level role.  Possesses and applies a comprehensive knowledge of PS solution design and resourcing required to complete complex customer enterprise IT assignments. Requires technical understanding of CA products and solutions required to meet customer need. Carries services signings quota, able to work collaboratively with CA licence sales and PS staff to shape and close SOWs. Ensures handover to PS delivery teams is smooth acting as point for escalations as required during engagement. Stays engaged during project delivery to ensure customer satisfaction.

Job-Specific Authority and Scope

  • Manager is consulted for decisions.
  • Typically has no direct reports.
  • Typically has no total staff.
  • Typically has a geographic focus.
  • Typically does not manage a budget.

 

Business Travel and Physical Demands

Business travel of approximately 75 or more percent yearly is expected for this position.

Physical demands:

Office environment. Job demands may require long periods of computer work.

Preferred Education

Bachelor's degree or global equivalent in Computer Science or business related field.

Work Experience

Typically 5+ years’ experience in scoping and delivery of complex professional services as part of an enterprise software business. 3+ years of quota performing sales. Evidence needed of scoping and closing PS/education deals of $250k+ value and consistent achievement of quota targets.

Skills & Competencies

  • Basic understanding of current CA product and service catalogues;
  • Highly numerate; able to construct and present business proposals required for large $million+ IT investment decisions;
  • Advanced communications skills both oral and written, able to build customer presentations and complex SOWs;
  • Able to influence at ‘C’ level and build customer champions at all levels;
  • Demonstrates ability to apply sound judgment to any business situation and achieve desired outcomes;
  • Able to form and lead cross functional teams;
  • Proven negotiation and sales skills;
  • Ability to accurately forecast future business.

Certifications

  • Within first 90 days must achieve CA product training agreed with manager;
  • Current advanced level CA sales training certification;
  • Annually maintains all granted internal and external technical and professional certifications to latest level as appropriate.

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.

 

We offer competitive salary, company-sponsored premium Medical/Prescription & Dental Plans, company-paid Holidays, Vacation, Anniversary Service and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program.

 

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

 

We and all of our subsidiaries are equal opportunity employers. As such, it is our corporate policy to fill positions with qualified candidates regardless of the candidate’s race, color, sex, age, religion, ancestry, national origin, citizenship status, marital status, sexual orientation, gender identity, genetic information, disability, pregnancy, military status, veteran status or any other protected group status.

 

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 employees. 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.

 

If you require an accommodation with the online application process, please contact Talent Acquisition at 1-800-454-3788.

 

EOE/Min/Women/Veterans/Disabled


Nearest Major Market: Plano
Nearest Secondary Market: Dallas

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