Solution Strategist
CA Technologies - Tampa, FL

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We are currently looking for a qualified Solution Strategist to join our Sales - Direct team at our Lisle, IL office. This position can also be located in our Englewood, CO; Tampa, FL; Atlanta, GA; Southfield, MI; Islandia, NY or Herndon, VA Offices.

Job Overview:
This position is responsible for understanding, validating (both from a financial and technology perspective) and proving the value of CA's solutions in context to the business and IT objectives of our Customers and Partners. This position will work closely with the AD/AM, Channel Account Managers, members of the TSO/Pre-Sales team, and related roles (such as the Business Manager and Business Unit Representatives) to help drive Sales opportunities from identification and qualification right through closure by developing and driving an effective and efficient Sales strategy.

Key Responsibilities:
Accountable for all communications with the partner or client with respect to the solution or offering to ensure consistent execution of the sales or partner enablement approach and customer/partner satisfaction. This includes setting appropriate customer/partner expectations regarding the proposed solution from presale, sale, and through post-delivery.

Develop and leverage sustained trusted relationships with CA's internal resources, external partners, senior client technologists and other key users within a set of accounts. This will be accomplished by gaining technical credibility through thought leadership, collaboration, customer/partner advocacy.

Customer Focus:
Effectively and compellingly communicate CA's capabilities and vision for solutions by coordinating or conducting demonstrations, whiteboard discussions, enablement plans and presentations.

Collaborate with account team to map CA technology to the customers'/partners business drivers utilizing the CA need-based sales methodology.

Understand and articulate CA's technology vision and strategy and communicate it's business value and impact.

Coordinate execution of proofs of concepts, partner enablement plans and proposed deliverables.

Set and manage appropriate customer and partner expectations regarding the proposed solution from presale, sale and through to post-delivery.

Establish sustainable relationships with internal/external partners and clients.

Research and correlate information sources to document client's or partner's current and desired states, and collaborate with appropriate subject matter experts to analyze customer's or partner's capabilities to achieve the desired state.

Possess a working knowledge of product functionality and benefits within identified solution sets.

Understand and communicate CA's key competitive differentiators, by solution, as defined by CA business units.

Serve as customer's/partner's advocate by elevating the visibility of the customer's/partner's requirements and issues across CA.

Financial Targets:
Collaborate with account teams to plan for achieving financial targets via the Territory and Account Planning processes. Directly assist account teams in achieving financial targets via the Opportunity Planning process.

Assist sales in accurately assessing and forecasting opportunities.

Evaluate alternative options to execute opportunities by the most cost effective means without negatively impacting deliverable quality or customer's/partner's perceptions.

Ensure long-term stability and sustainability of book-of-business.

Professional Development:
Demonstrate ongoing personal and professional development with respect to the following capabilities:

Leverage formal and informal learning channels to continually enhance knowledge and understanding of current and evolving market, industry, technology and competitive trends.

Attain applicable industry certifications (i.e. ITIL, CISSP, Six Sigma, etc.).

Comfort around higher management and technical staff.

Proposal development.

Business and industry acumen.

Understanding IT's role and impact in supporting the business.

Problem solving, solution expertise, consultative 'questioning' and active listening.

Communications and presentations.

Virtual team leadership and collaboration.

Solution expertise.

Proficiency with CA sales tools (e.g., solution white board, presentations, demonstrations) and resources.

Leadership, Teamwork and Planning:
Champion a single brand, but drive cross-brand solutions where appropriate.

Lead technical team to deliver a set of complex and/or integrated demonstrations, and where necessary, more complex proofs-of-concept.

Define high-level solution specifications for implementation working with the delivery team as necessary.

Collaborate with technical experts to develop detailed specifications.

Demonstrate effective partnering with CA's internal and external partners.

Proactively seek and deliver feedback to local sales management with respect to opportunity progress and issues.

Actively mentor and share lessons-learned with peers.

Actively mentor and informally train Account Directors / Account Managers with respect to identifying and qualifying opportunities.

Demonstrate proficiency in teambuilding and conflict management.

Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize virtual team effectiveness.

Demonstrate proficiency in navigating CA's internal processes and systems, and supporting roles.

Demonstrate effective time management.

Key Requirements:
Bachelor's degree or global equivalent experience in an IT, business or sales related field. Current certification in domain specific area of expertise. (i.e.: CISSP, SNIA, ITIL, ITIAM) is preferred

Typically 7 or more years IT industry or IT technical sales related experience, with a minimum of two years experience and expertise with CA's overall technology strategy and product solutions in assigned Business Unit.

Must provide examples of successful experience working with CA customers, sales personnel, customer service, as well as a good understanding of the industry disciplines, technologies and applications relevant to their Business Unit.

The successful candidate should have underlying business acumen or experience in order to demonstrate/explain how CA technology can fulfill the business requirements of customers.

Must possess experience working with customers, sales personnel, customer service, as well as a good understanding of the industry disciplines, technologies and applications relevant to the assigned Business Unit.

To be here for the long term we focus on things that last, and we are moved in many different ways. What moves you?

Can you build the career you want? You CAn. We're a dynamic company with a strong vision in a growing global market. At a time when customers are demanding more and more from their technology, we're changing the way the world manages IT, to help customers better perform, compete and grow. That's why the majority of leading companies across industries worldwide use our software. It's also why you'll find a wealth of opportunities for important and rewarding work. Come to CA Technologies and build the career you CAn.

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

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

It is the policy of our company to provide equal employment opportunity to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, handicap or veteran's status, or status within any other protected group. Various agencies of the United States government require employers to collect information about applicants.

Note to Recruiters and Placement Agencies: CA Technologies does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any CA Technologies employee. CA Technologies 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 property of CA Technologies and will be processed accordingly.


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CA Technologies provides IT management solutions that help customers manage and secure complex IT environments to support agile business...