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Sr Customer Adoption Sales Manager

Company: CA Technologies
Location: New York
Posted on: July 12, 2018

Job Description:

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.--Sr Customer Adoption Sales Manager--Are you ready for the best work of your life? --The Sr Customer Adoption Sales Manager provides deep knowledge and expertise in identifying, developing, progressing, negotiating and closing large and complex renewals while leading negotiations with the highest levels of customer management for the assigned geo/territory in support of long-term portfolio growth objectives for CA Technologies.--Key Responsibilities

  • Responsible for the overall Sales activities in regards to mainframe new product sales and contract renewals within the account.
  • Has deep understanding of the customer's business initiatives and how CA technology is and will be used in their environment.
  • Proactively discovers and leads action on opportunities related to new mainframe technology and contract renewals
  • Leads all sales-associated activities with the Account Director, Customer Adoption Technical Lead and BU.
  • Maintains SFDC Sales activities related to new mainframe technology and contract renewals
  • Drives sales efforts related to Mainframe new product and capacity needs, including contract negotiation.
  • Maintains accurate forecasts; provides regular pipeline forecasts and business health checks to sales management and Customer Adoption leadership as required.
  • Achieves or exceeds quota and meets CA's stated financial objectives for assigned accounts.
  • Serves as key advisor to executive leadership by providing expert business analysis to enable educated decisions about renewal transactions holistically as they relate to the overall CA business plan.
  • Advises on all aspects of the sales cycle in difficult and complex renewal transactions.
  • Maintains the highest level of customer satisfaction within accounts by mastering and applying expert knowledge of the client's business, strategies, and goals.
  • Masterfully uses business acumen to understand and influence the client; leverages virtual teams to create a solution that matches the client needs, creates a compelling value proposition that benefits the client while meeting CA's financial objective.
  • Using advanced sales knowledge, provides feedback to other senior leaders relative to large engagements, licensing trends, and competitive pressures/tactics.
  • Provides strategic direction and acts as a thought leader on key areas within the contract renewal function with primary responsibility for developing and executing innovative strategies to achieve business objectives.
  • Maintains contract revenue base at highest possible retention rate and protect contract revenue stream.--May function as Customer Adoption Team Lead responsible for:
    • Creating and maintaining the renewal account plan - a comprehensive view of the installed base including expected renewal yield, capacity requirements, new product needs, product/platform usage, risks/challenges/opportunities in the account.
    • Overall management of the day to day activities of the team
    • Driving multi-year strategy; Responsible for year-over-year revenue of the account, through protecting the install base in renewal transactions and/or introduction of new mainframe product
    • Positioning all new MF PNCV
    • Maintaining overall MF executive relationship
    • Overall ownership of, and responsibility for, assigned transactions.Business travel of approximately 50 percent yearly is expected for this position.--Preferred EducationBachelor's degree or global equivalent experience in an IT, business or sales related field.--Work ExperienceTypically 7 or more years IT industry or IT technical sales related experience with a proven track record of Mainframe solution sales expertise and experience with renewal transactions.--Skills & Competencies
      • An in-depth understanding of technology concerns and the ability to quickly become knowledgeable on our competitor's overall technology strategy and product solutions is necessary.
      • Experience working with customers and account teams, as well as a good understanding of the industry disciplines, technologies and applications relevant to CA products is required. An underlying sound business acumen or experience in order to demonstrate/explain how CA technology can fulfil the business requirements of customers is important.
      • Effective communication, teamwork and interpersonal skills, including the ability to collaborate with other Customer Adoption team members and to assemble, direct and motivate virtual account team members.
      • Ability to create and execute a collaborative strategy for each account/renewal.
      • Time Management, including managing and prioritizing multiple concurrent transactions.
      • Knowledge and Application of CA's Solution Sets: Know and understand CA's products and range of solution sets, how to identify the best possible solutions to meet customers' business needs and how to appropriately position CA solutions with customers.
      • Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.--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.--Our Islandia, NY campus offers several amenities, including:
        --- Gourmet cafeteria with wide selection of cuisine
        --- Montessori Child Development Center for children up to the age of six
        --- Banking services
        --- Fitness Center (state of the art facility complete with indoor full court basketball, indoor racquetball courts, cardio studio, outside running track, soccer fields, tennis courts)
        --- Concierge services (dry cleaning, package shipping, stamps and movie rentals)
        --- On-site chiropractor--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.--To learn more about CA Technologies and this opportunity, we welcome you to visit our web site at www.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--

        Keywords: CA Technologies, New York, Sr Customer Adoption Sales Manager, Sales, New York, New York

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