CA Technologies Channel Account Manager in Herndon, Virginia

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.

We are seeking a high energy Channel Account Manager to create robust and sustaining relationships with new and existing business partners, with a strong focus on revenue creation. Candidates must have the ability to manage various types of business partnerships, evangelize Veracode in the marketplace, articulate joint-value propositions, and drive sales opportunities with Veracode sales executives and the business partners. This is a quota carrying role and will require travel. The ideal candidate will have a hunter mentality, consultative selling approach, strong presentation skills and be a team player. We have created an environment that fosters upward mobility and career growth so we are searching for hard-working individuals that would like to grow with us.

Job Responsibilities:

Partner recruitment – proactive identification, qualification and successful recruitment of target types and numbers of partners

Territory planning – the development of strategic plan for the area of responsibility

Business planning with each partner – owning and developing business plans with each partner which are accepted and signed off to executive level within the partner

Enablement and training – to ensure partners ability to become effective as soon as possible in a scalable repeatable way

Building relationships and serve as the primary point of contact for defined channel partners, focused on named partners including value added resellers, large consultancies, solution providers, and system integrators.

Proposition development – to work with new partners, markets and business areas by adapting the Veracode messages to assist with partner recruitment and sales success, and to maintain in-depth knowledge of the company’s products and technologies, competitors, industry trends

Teaming with other Veracode resources – the success of this role will require strong symbiotic activity with the ISR community in particular but also AE and marketing functions

Clear concise self-management and reporting – the ability to provide clear timely feedback and management reports on progress, obstacles and opportunities to accurately forecast new business; report business partner status and sales opportunities to management team, keeping accurate and up-to-date records in salesforce.com

Requirements:

Must have 7+ years of successful complex sales, channel & business development experience at enterprise software application organizations

Successful track record selling products and services to C-level and senior management level customers

Proven track record in over-achieving quarterly and annual quota

A documented track record of success with referenceable partners

History selling security solutions highly preferred

Knowledge of application security industry strongly preferred

Must demonstrate excellent written, verbal and presentation skills

Must be results oriented, have high integrity, and a desire to be part of a world-class business development organization within a rapidly expanding technology company

Must demonstrate organization and the discipline to work remotely as well as office based teaming

Strong oral communication skills in English and good presentation/teaching skills.

Ability to apply these skills cooperatively in a team of experienced professionals.

Ability to travel to meet with partners throughout defined region or territory.

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  • 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.

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.

/ 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./

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