CA Technologies VP, Regional Sales - South East in Tampa, Florida

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.

  • VP, Regional Sales - South East*

  • Are you ready for the best work of your life?*

The VP, Regional Sales is responsible to plan, execute, monitor, direct, and lead a direct sales management team's performance and resource allocation needs within the South Eastern territory. This involves ensuring the team achieves sales revenue targets and drives new business, builds customer loyalty, ensures high product retention rates, and supports and promotes CA strategy and initiatives. In addition, this position supports and/or develops executive-level relationships with key business leaders in CA's targeted market.

  • Key Responsibilities*

Overall, this position is responsible for delivering positive, quantifiable results for CA and its customers which will be measured across five primary areas:

* * Customer Focus:* Oversee optimization of the overall customer experience across assigned territory

* * Financial Targets:* Ensure staff meets or exceeds CA's stated financial quotas and targets

* * Internal Business Processes:* Demonstrate mastery with CA's internal processes, systems and support structure

* * Professional Development:* Demonstrate mastery and skill

* * Leadership, Teamwork and Planning:* Collaborate with, mobilize, and effectively run and develop direct and virtual team(s)

  • Customer Focus*

  • Lead, oversee and direct sales staff to create, maintain and execute a sales business plan with goals and objectives, based on competitive landscape and opportunity, customer needs, and CA's strategic direction.

  • Hold sales revenue quota for one or more routes to market or business models for a defined territory.

  • Drive direct sales revenue across one or more assigned routes to market or business models.

  • Develop competency in direct sales and application of CA's technology and strategies.

  • Participate in defining direct sales strategy to increase customer breadth in retail, commercial and enterprise space.

  • Conduct quarterly business reviews and planning sessions with customers.

  • Hold regular team meetings, and one-on-one meetings with direct reports, to ensure that operational areas support the direct sales business.

  • Provide regular pipeline forecasts and business health checks to area sales management.

  • Regularly meet with direct reports to review the health of the business.

  • Work with Field Marketing, Brand Management and Brand Marketing to identify opportunities supporting CA's strategy.

  • Work collaboratively with regional counterparts in Inside Sales and R&D to ensure Partner satisfaction and near-100% customer retention rates.

  • Work with sales team to gather data, operational and quality-related problems. Escalate to appropriate departments to ensure that appropriate remedial action is taken.

  • Ensure thorough resource and time management that existing opportunities are properly staffed and that the region has scale and skill sets to support sales opportunities.

  • Help sales management to build and maintain relationships with senior executives and decision makers, taking the lead as necessary.

  • Build long-term partnerships and trust.

  • Prioritize efforts to pursue the most pervasive customer needs that CA can successfully address within assigned territory.

  • Understand and navigate customer's buying process and procurement policies through distribution.

  • Measure and communicate value delivered to customer to ensure strength of relationship.

  • Understand CA's vision, strategy and key customer initiatives (for example: SupportConnect, Product Advisory Councils and Beta Programs, etc.); support sales teams to ensure that customers in the region are consistently kept informed.

  • Understand and address customer survey results/trending and respond to changing customer needs.

  • Support sales teams by participation in customer meetings as needed.

  • Engage internal resources within CA, and/or within the sales organization, as needed, to ensure end-customer satisfaction.

  • Marshall and lead the appropriate internal technical resources to demonstrate CA's advantages to the customer.

  • Evaluate program trends and provides analysis and recommendations to management.

  • Explain and consistently enforce directives from the Leadership Team, such as services attachment rates and focus on new-product sales, in addition to focusing on quota attainment and product retention.

  • Gain a thorough understanding of the regional business to ensure that we acquire, penetrate and retain high-value customers.

  • Collaborate with CA Services and Customer Advocacy to clarify roles, responsibilities and assignments for meeting those goals and objectives.

  • Work with Customer Advocacy and other virtual Account Team colleagues to gather data on quality-related problems which occur as products and services are delivered to customers and ensure that appropriate remedial action is taken.

  • Regularly reassess the customer base to identify the highest-value customers and ensure that resources are assigned appropriately in order to inspire, reward, and maintain loyalty with key customers.

  • Work with Public Relations, Field Marketing and the Reference Program to identify opportunities in the region for supporting CA's strategy with industry and financial analysts, and the media, as well as to ensure a strong base of reference customers to help in closing business.

  • Financial Targets*

  • Ensure team meets or exceeds team's stated financial targets.

  • Create, maintain and manage to plans to meet or exceed financial targets.

  • Direct, measure and accurately predict financial outcomes.

  • Direct territory-wide opportunities and transactions to ensure balance, long-term stability and sustainability of book-of-business.

  • Analyze financial and performance metrics to plan for optimum performance efficiency and financial return.

  • Show a level of consistency in exceeding financial targets that would demonstrate a higher level of management responsibility.

  • Internal Business Processes*

  • Demonstrate mastery CA's approved methods and processes for:

o Territory Planning

o Account Planning

o Opportunity Planning

o Forecasting

o Lead to Quote

o Quarterly Business Reviews

o Performance Management

o Need-based Sales Methodology

o Review and Approval Processes

  • Ensure adherence to, and be regarded as an exemplary role model for CA's Core Values, Code of Conduct, Ethics and compliance requirements.

  • Explain and consistently enforce directives from senior management.

  • Ensure staff understands corporate policies and procedures.

  • Ensure that proper security measures are applied and followed at all times.

Business travel of approximately 50 percent yearly is expected for this position.

  • Preferred Education*

Bachelor's degree or global equivalent in Marketing, Information Technology, a business discipline or related field. An MBA or relevant graduate degree is preferred.

  • Experience*

Typically 12 or more years of sales experience in the IT or related industry. Proven track record of effectively and successfully managing a large, geographically dispersed enterprise sales team's performance.

  • Skills & Competencies*

    • Provide Exceptional Client Service*: Prioritizes resources in the region and brings together the most appropriate sales team to provide exceptional services to clients; takes responsibility for creating an environment based on practicality, accountability, integrity and respect and a sense of urgency.
    • Retaining the Client*: Uses both formal and informal methods to obtain regular assessments of CA's performance to ensure products and services are exceeding client expectations across the entire region; quickly takes appropriate action to improve ongoing service based on client feedback; ensures client service issues are resolved in a timely manner; addresses issues and negotiates acceptable solutions with the client.
    • Strategic Agility*: Sees ahead clearly and can anticipate future consequences and trends accurately; has broad knowledge and perspective within his/her region and broader implications for the area; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans for the region.
    • Decision Making*: Applies experience, wisdom and judgment to ensure mutually beneficial decisions for client, CA and its employees; ensures decisions made account for potential long-term impact upon the client, CA and employees; appropriately consult with other areas of expertise within CA leadership to ensure decisions for the region are aligned with overall corporate goals and core values.
    • Conflict Management*: Manages escalated conflicts and sees them as opportunities; reads situations quickly; able to handle tough disagreements and settle disputes equitably and objectively; is able to find common ground and get cooperation with minimum noise.
  • Exceptional leadership, planning, execution, people-management and coaching skills. Outstanding communication skills, including establishing credibility and trust with customers and building influential relationships with colleagues in the business, including Finance, Legal, Global Operations, HR, Partner Sales and Services.

  • Thoroughly understand both business and people, including their drivers and success factors.

  • Thoroughly understand sales methodology and booking process.

  • Excellent knowledge of CA's products and software pricing practices.

  • Understand and communicate the business value and/or ROI of installed and proposed products and solutions. Ability to understand and clearly present CA's vision, strategy and organization.

  • Thoroughly understand CA's internal organization in order to best support customers' needs by mobilizing appropriate resources. Conduct outstanding and highly-productive meetings.

  • Professional Development*

Demonstrate on-going personal and professional development mastery with respect to the following capabilities:

  • Provide team leadership, coaching and mentoring to staff

  • Comfort-level around senior management

  • Articulate business cases / proposals to senior management (internal / external)

  • Proposal development, negotiation, closing and booking business

  • Develop future leaders

  • Complete leadership class or online training per quarter

  • Business and industry acumen

  • Problem solving skills and agility

  • Competitor awareness

  • Consultative 'questioning' and active listening

  • Oral and written communications and presentation skills

  • Business planning

  • Financial analysis

  • Time management

  • Hiring, succession planning and corrective action

  • Employee relations rules and regulations

  • Leadership, Teamwork & Planning*

  • Demonstrate mastery in teambuilding and conflict management.

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

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

  • Provide teambuilding, coaching and mentoring to staff.

  • Demonstrate effective time management.

  • Demonstrated ability to effectively prioritize tasks.

  • Demonstrate outstanding partnering with CA's internal and external partners.

  • Work with Sales management to create personalized development plans through regular one-on-one reviews of skills and personal career goals; follow up to ensure that line managers execute on their plans in a timely fashion.

  • Use reviews to identify possible successors, and provide them opportunities to broaden their experience and enhance their skills.

  • Consistently reinforce the importance of CA's Core Values.

  • Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed.

  • Ensure that the team receives regular training on CA's products, services and other initiatives, as well as skills training (such as account planning, better forecasting, listening and positioning skills, etc.), as appropriate.

  • Hold regular team meetings and one-on-one meetings, to ensure the team is on track to meet business goals, provide consistent mentoring and coaching.

  • Ensure appropriately qualified and/or experienced personnel are recruited, provided a complete orientation to CA's organization, policies and procedures, systems and strategy, (including administrative staff), formally introduced to all internal and customer contacts and trained according to their individual needs.

  • Mentor other managers within CA to help them attain a higher-level management experience, professionalism, and accountability.

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./

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