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.

This position is responsible for leading a Digital Business Development team in achieving the sales accepted opportunity goals for specific products. This includes coaching, mentoring, and providing feedback to the team in areas of active prospecting, account level research, identifying and qualifying new contacts in target accounts, qualifying marketing leads and identifying gaps that our products can solve, and presenting compelling business value propositions. This position will also be responsible for providing input to marketing demand generation teams on which programs generate the best leads and work with Marketing to develop demand campaigns.

Key Responsibilities

• Manage, measure and report on team's performance against targets to ensure achievement of targets on a weekly, monthly, quarterly, and annual basis.
• Hire, develop and retain talent.
• Manage the overall development plan of the team, including:

• coach and monitor staff
• review productivity level of the teams
• ensure proper training activities (product, sales, and process)
• develop and determine team and individual goals

• Review team progress dashboards and take actions as necessary.
• Work with Sales management to foster communication between various organizations to ensure teamwork.
• Collaborate with the Marketing and Sales team members to plan, coordinate, and develop campaign strategies to achieve team goals.
• Attend product, sales, management training classes.
• Maintain a positive, professional "total customer service" attitude throughout the team.
• Ensure effective time management practices to properly support organizational activities.
• Ensure the team stays informed on the approaches, research best practices within and outside the organization, establish benchmarks, and use continuous process improvement and process framework disciplines to achieve results.
• Ensure team activities are aligned with CA's financial, strategic, and operating objectives
• Understand and communicate organizational challenges and strategies; understand and communicate the long-term view of the possibilities to shape the future for CA's transformational opportunities.
• Support the development of a business development strategy based on direction from senior management.
• Ensure team activities are planned and executed in alignment with the desired outcomes.
• Ensure effective resource planning and utilization within the team.
• Possess leadership competencies necessary to motivate teams to attain their goals.
• Consistently reinforce the importance of the company's Core Values.

Job-Specific Authority and Scope

• Generally works without consulting their manager.
• Independent decisions are made daily.
• Examples of typical decisions without manager consultation:

• Employee evaluations and performance management
• Resource allocation and staffing requirements
• Prioritization and strategy for account activities

• Typically has 2-5 direct reports.
• Typically has a total staff of 2-10.
• Typically has a geographic focus of Area (multi-country or multi-state).
• Typically manages a total budget of up to $10 million USD.

Business Travel

Business travel of approximately 10 or less percent yearly is expected for this position.

Preferred Education

Bachelor's Degree or global equivalent in related field, preferably in an IT, business or sales related field.

Work Experience

Typically 7 or more years of Inside Sales experience, of which 2 years are in an Inside Sales supervisory position with proven results.

Skills & Competencies

• Develop skills to manage a function/team; has intermediate leadership skills to mobilize and empower teams to achieve.
• Develop an understanding of strategic planning capabilities and gain knowledge of operational strategy and planning.
• Effective communication and relationship building skills.
• Demonstrated teamwork skills and developing facilitation and negotiation skills.
•  Develop the ability to implement change initiatives; learn concepts and best practices of organizational change management.
• Ability to coach, develop and motivate teams; leads by example.
• Develop ability to lead multi-disciplinary, multi-cultural teams.
• Exercise judgment within defined procedures and practices to determine appropriate action; develop the ability to base decisions on analysis and assessment of facts.
• Focus on short term; develop the ability to understand the long-term ("big picture") and short team perspective situations.
• Develop influencing and negotiating skills and an understanding of department strategies and services, resolve conflicts and influence outcomes on non-routine matters for the division with some management assistance.
• Strong analytical skills and ability to quickly comprehend the functions and capabilities of new Digital Sales approaches.
• Possess planning and organizational skills.
• Strong ability to prioritize, assign, monitor, and control the activities of the team.
• Understand of financial budgets, forecasts, and variance analysis.
• Develop skills to motivate, inspire, and lead the team to achieve goals, build capacity to develop and innovate, and creatively manage challenges and changes.
• Develop leadership competencies necessary to motivate teams to attain their goals.
• Learn about the organizational challenges being faced with and the strategies, which in the long term, shape the future for CA's transformational opportunities.

More About Working at CA:

CA has earned scores of 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.

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.