CA Technologies Sr Director, Services Sales (Central Region) in Omaha, Nebraska
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. Director, Services Delivery - Services Sales Leader*
Are you ready for the best work of your life?*
The Sr. Director, Service Delivery is responsible for driving CA business growth through development and leadership of Service Engagement Manager (SEM) team. This team works directly with customers, CA licence sales and PS delivery teams to identify, scope and close new education and service opportunities within assigned accounts or territory. Scoped opportunities should realise customer value and meet CA business requirements for profitability and quality. This is a direct sales management role with an assigned team quota.
Leads team of SEMs responsible for education and services business development efforts within assigned accounts or territory;
Actively maintains and develops close collaborative relationships with CA licence sales and pre-sales leadership ensuring SEMs are aligned to sales teams and sales motions;
Assures best practice and content leadership by SEMs during the opportunity life cycle;
Ensure SEM’s scope projects to enable profitable and successful completion;
Ensure customer proposals are adequately scoped within CA defined financial tolerances;
Provide leadership through advanced understanding and use of CA sales methodology, forecasting systems and tools;
Build a pipeline of new business of at least 3x quota target, regularly undertaking reconciliation planning and pipeline generation activities to achieve quota for both licence attached and unattached business;
Accurately report status on each opportunity using relevant systems and review with services leadership on weekly forecast reviews;
Ensures SEMs provide smooth handover post deal closure to service delivery teams;
Ensure SEMs communicate regularly and directly with delivery teams during implementation in order to maintain opportunity momentum and customer satisfaction;
Ensure SEMs scope and close customer change orders as required during project delivery;
Responsible for the cost budget for team ensuring budgets are managed and adhered to;
Ensure team builds and shares experience based knowledge and resources directly with peers and across CA;
Develops and mentor staff guided by the strategy of CA’s product and services businesses;
Ensure team adheres to all company policies, including but not limited to time and expenses, code of conduct, ethics, security and any required training available;
Continually identifies customer knowledge gaps and opportunities for CA product or service expansion and enhancement.
Typical Role Definition*
Senior business/sales leadership role. Manages team delivering significant financial and operational impact to CA’s Services and Education business. Expected to operate autonomously within area of responsibility and accountable for meeting strategic financial and operating objectives of team. Broad knowledge of all areas PS delivery within enterprise IT. Manages team performance, cost and quota budgets. Develops and coaches SEMs.
Job-Specific Authority and Scope*
Generally works without consulting their manager.
Independent decisions are made daily.
Examples of typical decisions without manager consultation:
o Decisions on allocation of opportunities to team members
o Mentor and manage team to achieve knowledge and skills mix as required.
o Typical staff management decisions, e.g. travel and training approvals, hiring and termination responsibilities in conjunction with manager approval.
Typically has a geographic focus.
Business Travel and Physical Demands*
Business travel of approximately 50 or more percent yearly is expected for this position.
Office environment. Job demands may require long periods of computer work.
- Preferred Education*
Bachelor's degree or global equivalent in Computer Science or business related field.
- Work Experience*
Typically 8 or more years of related experience in a services organization. 5+ years of quota performing ($multi million)sales with some team management experience. Background in project management desirable. Must have track record of successfully achieving team quota for services and /or education sales.
Skills & Competencies*
Highly numerate; able to construct and present business justification for large $ multi-million IT investment decisions;
Advanced communications skills both oral and written, able to build customer presentations and complex SOWs;
Able to influence at ‘C’ level and build senior champions within CA and customers;
Demonstrates ability to apply sound judgment to any business situation and achieve desired outcomes;
Able to form and lead cross functional teams;
Proven negotiation and sales skills;
Proven team leadership and management skills;
Ability to accurately forecast future business and both present and delivery recovery plans for any anticipated shortfall again budgets.
Within first 90 days must achieve CA product training agreed with manager;
Current CA sales training certification;
Annually maintains all granted internal and external technical and professional certifications to latest level as appropriate.
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.
/ 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./