CA Technologies Sr Consultant, Digital Presales in Plano, Texas
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.
This position is responsible to understand, position, and prove how CA's products and solutions are able to address clients' and partner's business and IT needs. This position provides Proofs of Concepts (POCs) on multiple or more complex CA products and/or customer environments.
Articulate the business and technical value proposition and key differentiating capabilities to prospective new customers and partners
Identify market and product requirements based on field experience and customer input
Demonstrate products to technical and non-technical audiences, at technical staff and/or executive levels, in both pre- and post-sale settings
Build and execute complex custom demos to showcase product functionality and benefits within identified solution sets that support client's technical and functional requirements as well as partner offerings
Prepare and present technical proposals
Collaborate with sales representatives to ensure all aspects of the sale are aligned
Provide product/technical responses in support of RFP's and other tenders
Lead product Proof-of-Concepts (POCs) to address the customer's specific requirements and environment
Ensure an optimal customer evaluation experience
Manage appropriate customer expectations throughout the opportunity lifecycle
Participate in conferences, shows, exhibitions when appropriate and requested
Disseminate feedback to business units gained from client experiences and issues to facilitate product improvements or enhancements
Assist with the technical enablement of CA partners and participate in the execution of partner-led opportunities
Lead internal projects that improve the value of Presales overall, e.g.: publish technical solutions, create or maintain common demo sets, etc.
Typical Role Definition*
Professional Staff. A senior level professional role. Evaluation, originality or ingenuity required. Knows and applies the fundamental concepts, practices, and procedures of a particular field. Has mastered the key responsibilities. Assignments can be broad in nature. May serve as a resource to others to resolve complex problems and issues. Instructions generally provided in general terms. May take on project lead role as required.
Job-Specific Authority and Scope*
Generally works without consulting their manager.
Independent decisions are made daily.
Examples of typical decisions without manager consultation:
o Development of solution strategies and selection of technical components
o Resolution of daily issues as the arise and escalation of larger issues
o Advise and counsel to account teams and sales management regarding solution approaches
Typically has no direct reports.
Typically has no total staff.
Typically has a geographic focus of Area (multi-country or multi-state).
Typically does not manage a budget.
Business Travel and Physical Demands*
Business travel of approximately 50 percent yearly is expected for this position.
Office environment. No special physical demands required.
Bachelor's degree or global equivalent in a related field.
- Work Experience*
Typically 5 or more years of related professional experience. Experience in an IT, business, or sales related field a plus.
Skills & Competencies*
Relationship Building - Displays the ability to develop, maintain and strengthen partnerships and relationships with others inside and outside the organization who can provide information, assistance and support during a sales engagement.
Communication skills - The efficient and effective exchange of information to achieve a specific objective(s), using structure, flow, content and techniques.
Discovery Needs Analysis - The application of situational/capability knowledge and people/selling skills to systematically and accurately diagnose the customer's current business challenges and causes that are driving the business, functional and technical requirements.
Presentation Skills - The ability to present and/or whiteboard a solution.
Demo Skills - The ability to demonstrate (i.e. directly/remotely) the business, functional and technical value of a CA product/solution in line with the customer's business and technical capability requirements.
POC Skills - The ability to install, configure and/or integrate CA products, solutions and 3rd party solutions consistent with and/or exceeding the customer's expectations and requirements in support their business, functional and technical evaluation criteria.
Planning and Organizing Skills - Manages time effectively and efficiently to meet overall goals by balancing internal demands with value add sales activity.
Industry and Competitive Knowledge - The ability to elicit industry and competitive knowledge to represent CA generally, and Presales specifically, as experts in not only our technology but how our technology can be used by the customer and in their industry to increase competitive advantage.
Problem Solving Skills - The ability to identify, analyze and define problems to determine how to effectively and efficiently solve/mitigate/rectify them.
CA Solution Knowledge - Articulates how CA software products/solutions function independently, together and/or with 3rd party solutions to produce a desired business outcome.
Domain Knowledge - The ability to demonstrate depth of knowledge and skill in the people, process and technology aspects of the domain of IT Management.
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./
/ If you require an accommodation with the online application process, please contact Talent Acquisition at 1-800-454-3788./