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 (Mountain Region)

Are you ready for the best work of your life?

This position is responsible for contributing to business growth by working directly with clients, CA Sales, Services Practices teams and the GEO Delivery owners to identify and grow Education and Services opportunities within assigned accounts or territory, making sure the work sold can be profitable and delivered to a high standard. This is a direct sales role with an individually assigned quota.

Key Responsibilities

• Lead Education and Services business development efforts within assigned accounts or territory and act as the single point of contact for all Services opportunities and issues across all practices in supported accounts.
• Owns the relationship between the Services business and customers as well as internal stakeholders including product sales teams, business units and customer support. Engages other functions within services as appropriate including Project Management Office, Practices and Services leadership.
• Engage with the Sales team to create and execute on a business plan to optimize the install base with the customer, cultivate expand opportunities, and plan appropriate coverage model to support that business and/or alignment to sales campaigns.
• Ensure profitable and successful engagement completion by focusing on project scope accuracy. Ensure proposals are adequately scoped and within defined tolerances for VSOE and margin.
• Interact and effectively communicate the state of the project and future business opportunities through executive briefings to the client's senior level management team.
• Collaborate closely with assigned SMEs including Architect, Consultant, TSO, and Global Practice team to align delivery approach to business development phase ensuring strong continuation from business development to delivery.
• Collaborate with the Project Management team to appropriately staff each project.
• Build a pipeline of new business of at least 3x quota, regularly undertake reconciliation planning and pipeline generation activities to achieve quota, both attached and unattached business.
• Accurately report status on each opportunity using relevant systems (Salesforce) and review with services leadership on regular forecast reviews
• Adhere to CA Policies of Code of Conduct/Ethics; Security and required training available at LMS.

Business Development

The Services Engagement Manager will spend approximately 50% of available time on business development activities, developing a trusted relationship with the client, Sales Management and account team, positioning Services during the product sales process and driving Services transactions independent of the product deals.

The Services Engagement Manager will achieve this by:

• Understanding of CA's software portfolio and key sales initiatives
• Actively maintaining and developing collaborative relationships with the area business unit sales group.
• Responsible for creating high quality proposals for all assigned accounts or territories.
• Knowing and adhering to the CA sales methodology, using the available systems and tools.
• Excellent negotiation skills and management of the sales process involving services management, legal, contract management office, best practices, revenue recognition and finance as appropriate.
• Providing solution best practice and content leadership during the opportunity life cycle.
• Participating and actively working with the Global Practice to provide ongoing feedback.
• Engaging directly and indirectly to provide RFP, RFR and ITT input as required.
• Assisting the delivery team with content and delivery leadership by contributing and building proposals and proposal content for new or existing engagements.
• Communicating regularly and directly with delivery teams in order to maintain opportunity momentum.
• Where needed, providing opportunity feedback to Practice or Delivery management on opportunities being worked on.
• Sharing experiences with the team and assisting in developing others to become competent and solution delivery leaders.

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

Preferred Education

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

Work Experience

Typically 10 or more years of related experience in a services organization. 5+ years of sales experience. Background in project management desirable. Track record of successfully achieving quota for services and / or education sales.

Skills & Competencies

• Demonstrated ability to sell and support a sales process.
• Demonstrate the ability to apply sound judgment to any situation and negotiate the best outcome for all involved parties.
• Analytical and problem-solving skills with ability to communicate both written and verbally with project team, CA Services management and customers.
• Ability to think and act strategically.
• Proven negotiation skills

Certifications

·  Within first 90 days must achieve CA solution training as agreed to by your Manager.

·  Must maintain updated training as required annually.

Reserved Powers

·  Within first 90 days must achieve CA solution training as agreed to by your Manager.

·  Must maintain updated training as required annually

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.