Inside Sale Account Manager (ATAM-11749)
CA Technologies (NASDAQ:CA) formerly known as Computer Associates, is one of the world's leading IT management software and solution companies with expertise across all IT environments - from mainframe and physical to virtual and cloud. Our software manages and secures IT environments, enabling our customers to deliver more flexible IT services and our solutions help our customers gain a level of deep insight into and gain control over complex and mixed information technology (IT) environments. CA Technologies works with the majority of the Forbes Global 2000, as well as government organizations and thousands of companies in diverse industries worldwide. Founded in 1976, CA Technologies serves customers in virtually every country in the world and reported fiscal year 2009 revenue of $4.3 billion. We are currently looking for a qualified Associate Telesales Account Manager to join our Sales-Direct team at our Islandia, NY office. Job Overview The Telesales Account Manager supports either Commercial and/or Enterprise accounts and is responsible for selling Value and/or Volume Products. This position requires working closely with Channel Account Managers, CA Business Partners, and/or geographical areas to meet goals and objectives. Key Responsibilities - Meet or exceed revenue quota goals on a monthly, quarterly and yearly basis. - Create new opportunities for CA Solutions in Commercial/Enterprise accounts. - Drive demand in your territory through focused telephone campaigns, seminars, web casts, and other innovative demand generation activities. - Cultivate leads by assessing the unique opportunities and laying out the value proposition for customers including a proactive follow-up. - Demonstrate the ability to address each customer's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests. - Configure the product package by conducting a needs analysis to meet the end users requirements. - Develop a unique follow-up methodology to ensure consistent and ongoing coverage of account or territory assignments based on your understanding of your sales opportunities. - Understand and work in all aspects of the sales cycle, including extensive cold calling, qualifying, presentations, demonstrations, negotiations and the closing process. - Maintain and expand your sales, CA solutions, industry, market and competitive knowledge and skills. - Develop and maintain a deep understanding of your territory; the customers, the prospects, the partners, the influencer's, etc. - Maintain the highest level of customer satisfaction within the accounts in your territory. - Keep selling tools up-to-date, accurate, detailed, and error-free. These tools include but are not limited to, forecasting, account plans, opportunity plans, territory plans, and CRM. - Maintain a positive, professional 'total customer service' attitude and demonstrate CA's Core Values. - Coordinate, plan, and schedule sales support functions with CA Technology Services staff. - Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems Administrator. - Provide and interface to the Sales organization for evaluation of lead development and make recommendations as to the proper focus for your specific customer base and territory. Business Travel Business travel of approximately 10 or less percent yearly is expected for this position. Work Experience Typically 3 years of Business to Business Telesales experience with proven results in a quota-oriented environment and/or previous inside or outside sales experience, and an understanding of technology and technological innovations. Must have experience making 60 plus outbound calls per day including a minimum of 3 plus hours per day of connect time. Account management experience and relevant experience in sales for the technology industry, or both, is a plus. Skills - Excellent knowledge of CA's products and strategies, competitors, market landscape and software pricing practices. - Excellent cold calling skills. - Excellent selling skills. - Effective communication, teamwork and interpersonal skills. - Detail oriented, enthusiastic and a quick learner. - Proficient in Microsoft Word and Excel. 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 and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program, and Veterinary Care Insurance. To learn more about CA Technologies and this opportunity, we welcome you to visit our web site at www.ca.com. 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. EOE/AA People. Service. Performance. These values are the foundation of the culture at Allegis Group and our family of companies. Become part of a company that cherishes its people. We offer an excellent salary and benefits package...and a place where you can grow and excel. Allegis Group and its subsidiaries are equal opportunity employers.