Principal Consultant, Technical Sales

Principal Consultant, Technical Sales
Requisition ID 24037
Full/Part Time Full Time
Location Portsmouth, NH
Los Angeles, CA
Tampa, FL
Atlanta, GA
Lisle, IL
Framingham, MA
Islandia, NY
Plano, TX
Herndon, VA
Ewing, NJ
Charlotte, NC
Overland Park, KS
Sunnyvale, CA
Description CA Technologies (Nasdaq: CA) is an IT management software and solutions company with expertise across all IT environments--from mainframe and physical, to virtual and cloud. CA manages and secures IT environments and enables customers to deliver more flexible IT services. CA Technologies innovative products and services provide the insight and control essential for IT organizations to power business agility. The majority of the Global Fortune 500 relies on CA Technologies to manage their evolving IT ecosystems. Founded in 1976, CA Technologies serves customers in virtually every country in the world and reported revenue of $4.4 billion in fiscal year 2011.
We are currently looking for a qualified Principal Consultant Technical Sales to join our Pre-Sales team at our Portsmouth, NH office. Alternate locations for this position include Los Angeles, CA; Tampa, FL; Atlanta, GA; Lisle, IL; Framingham, MA; Islandia, NY; Plano, TX; Herndon, VA; Ewing, NJ; Charlotte, NC; Overland Park, KS and Sunnyvale, CA.
This position is responsible to provide subject-matter expertise, thought leadership and solution/technical specialization within and/or across Capability Solutions/Business Units/Brands to our Customers/Prospects in a manner that best positions CA against our competition. The building of Customer, Partner and Prospects relationships to better understand their business and IT challenges is absolutely critical to the success of this position.
Basic Qualifications:
7+ years overall experience as an IT practitioner with previous background in Software/Pre-sales consulting. 5+ years experience working specifically with mainframe solutions.
Key Responsibilities:
The role must be perceived by the client as bringing tangible value in terms of experience, knowledge and expertise. This is achieved through a combination of broad real-world experience and IT industry-specific certifications.
Overall, this position is responsible for delivering positive, quantifiable results for CA, its partners, and its customers which will be measured across five primary areas:
Customer Focus:
. Assist the CA Customer Solution Architect, Channel Solution Strategist, and/or BU aligned Solution Strategist and sales team in technically qualifying solutions and their benefits to customers and/or Partners.
. Work closely with the account team and the customer or Partner to obtain a deep understanding of the customer\'s technology needs or Partner\'s offerings and architect a solution to meet them.
. Build relationships across customer\'s or Partners IT silos and offerings to understand, build, document and share our knowledge of their infrastructure, challenges and potential technical impact of planned projects.
. Understand and act as a valued resource early and often within the customer\'s decision making process (e.g.: during the idea or conceptual stages).
. Execute complex product integration demonstrations and proofs of concept, customizing the demonstrations as necessary to address the customer\'s specific needs and environment.
. Maintain a deep technical knowledge of the products developed by the business unit.
. Provide technical specifications and requirements documentation as necessary to support the proposed solution.
. Effectively position and present the benefits of CA\'s solutions and specifically how our solutions will support the client\'s technical and functional requirements.
. Provide technical leadership and oversight during Trials, POCs, complex demos, etc., as warranted.
. Ensure technical requirements required by the proposed solution are clearly communicated to and understood by the client and meet the client\'s expectations.
. Effectively communicate CA\'s key competitive differentiators, by solution as defined by CA business units.
. Foster and build relationships with customers and partners to develop references.
. Strive to constantly improve the quality of all customer interactions.
Financial Targets:
. Directly assist account teams in achieving financial targets via the Opportunity Planning process.
. Assist sales in accurately assessing and forecasting opportunities.
. Evaluate alternative options to execute opportunities by the most cost effective means without negatively impacting deliverable quality or customer\'s perceptions.
. Ensure long-term stability and sustainability of book-of-business.
CA\'s Internal Business Processes:
. Coordinate internal /external resources to effectively pursue opportunities.
. Disseminate feedback to business units gained from client experiences and issues to facilitate product improvements or enhancements.
Mastery of processes and tools for:
. Proposal development
. Solution Architecture Overview
. Statement of Work development
. CA\'s need-based Sales Methodology
. EITM tools and accelerators (Profilers, Maturity Modeler, and Blueprints)
. Contribute constructive feedback for improvement and enhancement of above processes.
. Assist in the Partner Enablement process (partner selection, technical training and opportunity engagement).
. Marshal appropriate CA resources to effectively execute partner-led opportunities.
. Understand and adhere to Compliance requirements and Code of Ethics.
Professional Development:
. Demonstrate ongoing personal and professional development with respect to the following capabilities:
? Leveraging formal and informal learning channels to continually enhance knowledge and understanding of current and evolving market, industry, technology and competitive trends.
. Attaining and/or maintaining applicable industry certifications (i.e.: ITIL, Six Sigma, CISSP, SNIA, etc.).
. Attaining and/or maintaining other industry-recognized technical accreditations (i.e.: Web Services - J2EE, XML, XSLT, .NET, SOAP, Linux, Open VMS, etc).
. Proficiency in proposal development.
Technical and business acumen:
. Understanding of IT\'s role and its impact in supporting the business.
. Problem solving, solution expertise, consultative \'questioning\' and active listening skills.
. Communication and presentation skills.
. Virtual team leadership and collaboration.
. Technical solution expertise.
. Proficiency with CA sales tools (e.g., solution white board, presentations, demonstrations) and resources.
. Achieve certifications within two or more Solution Area plus pass two courses per year.
. Familiarity with two or more product families within a brand as well as cross-brand solutions.
Leadership, Teamwork and Planning:
. Champion a single brand, but drive cross-brand solutions where appropriate.
. Define high-level to detailed solution specifications for implementation working with the delivery team as necessary.
. Demonstrate comfort around higher management and technical staff.
. Demonstrate effective partnering with CA\'s internal and external partners.
. Collaborate with other technical experts to develop detailed specifications, as necessary.
. Proactively seek and deliver feedback to local sales management with respect to opportunity progress and issues.
. Apply specialized knowledge to analyze, design, construct and implement solutions which address complex business or technical requirements.
. Match appropriate CA methods or recognized equivalent to identified client needs.
. Actively mentor and share lessons learned with peers and colleagues.
. Demonstrate proficiency in teambuilding and conflict management.
. Recognize team members\' roles, responsibilities, strengths and weaknesses in order to improve and optimize virtual team effectiveness.
. Demonstrate proficiency in navigating CA\'s internal processes and systems, and supporting roles.
. Demonstrate effective time management.
. Participate in internal projects that improve the value of Technical Sales overall, e.g.: publish technical solutions to the TKL and/or TechWeb, create and publish demos for Solution Centers, etc.
Key Requirements:
. Bachelor\'s degree or global equivalent in Computer Science or a related degree.
. Typically 7 or more years of detailed technical industry related experience.
. Experience working with customers, sales personnel and/or customer services.
. Experience in the related industry disciplines and technologies and related application experience (i.e. Exchange, SQL, ORACLE & SAP as well as operating system administration).
. Experience resolving more complex technical issues and integration of multiple products to create solutions.
To be here for the long term we focus on things that last, and we are moved in many different ways. What moves you?
Can you build the career you want? You CAn. We\'re a dynamic company with a strong vision in a growing global market. At a time when customers are demanding more and more from their technology, we\'re changing the way the world manages IT, to help customers better perform, compete and grow. That\'s why the majority of leading companies across industries worldwide use our software. It\'s also why you\'ll find a wealth of opportunities for important and rewarding work. Come to CA Technologies and build the career you CAn.
We offer competitive salary, company-sponsored premium Medical/Prescription & Dental Plans, company-paid Holidays, Vacation, Personal, Anniversary Service and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program, and Veterinary Care Insurance.
Our Islandia, NY campus offers several amenities, including:
. Gourmet cafeteria with wide selection of cuisine
. Montessori Child Development Center for children up to the age of six
. Banking services
. Fitness Center (state of the art facility complete with indoor full court basketball, indoor racquetball courts, cardio studio, outside running track, soccer fields, tennis courts)
. Concierge services (dry cleaning, package shipping, stamps and movie rentals)
. On-site chiropractor
To learn more about CA Technologies and this opportunity, we welcome you to visit our web site at
It is the policy of our company to provide equal employment opportunity to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, handicap or veteran\'s status, or status within any other protected group. Various agencies of the United States government require employers to collect information about applicants.
Note to Recruiters and Placement Agencies: CA Technologies does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any CA Technologies employee. CA Technologies 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 property of CA Technologies and will be processed accordingly.
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