CA Technologies Services Engagement Manager in Collyer Quay, Singapore

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.

  • Job Overview*

This position is responsible for contributing to business growth by working directly with clients, CA Sales, Services Practices teams and the Regional Delivery owners to identify and grow Education and Services opportunities within ASEAN region, making sure the work sold can be profitable and delivered to a high standard. This can be achieved by driving incremental Service Growth, Application Managed Services (AMS) and the other premier services supports options as well as hunt for new Services (and Education) opportunities. 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.

  • How You'll Stand Out*

The qualified candidate for this role will possess a comprehensive knowledge of Professional Services Sales in the software industry.

Technical skills will be across multiple business units. Works on complex and diverse issues where analysis of situations or data requires an in-depth evaluation of variable factors. Assignments are broad in nature and need ingenuity and originality to solve.

The successful candidate has demonstrated record of success in daily decision-making capabilities and actions that are not reviewed by supervisor. Operates with substantial latitude for unreviewed action or decision.

An ideal background will include:

  • 10 or more years of related experience in a services organization. 5+ years of sales experience.

  • Demonstrated ability to sell and support a sales process

  • Experience carrying a direct Services and Education quota and developing sales pipelines strategies

  • Demonstrate the ability to apply sound judgment to any situation and negotiate the best outcome for all involved parties

  • Demonstrated Commercial experience in contract negotiations

  • 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

  • Regional experience selling professional services in ASEAN region is required

  • Ability to represent CA Services in the market & Digital Savvy Individual

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.

Learn more about CA Technologies and this opportunity now at

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