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Job ref no.: CT3114387-01#9740

Channel Account Director

CA Technologies

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 for selling all CA solutions in conjunction with partners in Greater China. This will be accomplished by gaining a thorough understanding of the partner's business, and acting as a sales manager for assigned partners. This position is further responsible for developing and maintaining trusted relationships with assigned partner accounts.

Key Responsibilities

This position is responsible for growing Partner Annual Recurring Revenue (ARR) by landing CA solutions into accounts and/or expanding the CA footprint in accounts leading to achievement of assigned quota targets on a monthly, quarterly, and annual basis.

This position must be seen by the partner and customer as being both customer/partner centric and solutions oriented. Overall, this position is responsible for delivering positive, quantifiable results for our partners and end-users by exhibiting:

  • Partner Focus: Work with assigned resellers to co-sell CA products and services to end-customers; leverage partners to resell or influence CA Solutions; Execute and drive the territory partner business plans by solution including account planning, marketing, demand generation, operational cadence and communication plans to drive sales in conjunction with the partner; provide resources to partners, including MDF and co-marketing funds to evangelize CA in assigned markets
  • Partner Acumen: Understands the partner strategy, how they operate and financial measures; leverages insights and knowledge of what motivates a partner and tailors CA's partner value proposition to influence actions and decisions; understands the scope of Partner's offerings; understands the partner program and how to optimize rewards and payouts.
  • Effective Selling: Meets or exceeds the financial targets through a relentless focus on opportunity pursuit and closure; builds effective partnerships driving sales through assigned partners executing the business plan and corresponding sales plays, builds demand generation, initiates and supports collaborative sales pursuits and joint solutions; configure, price and quote joint solutions; negotiates final customer contracts per agreement with partner; and collaborates with partners throughout the sales process; engages and enables the channel sales team to utilize a solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and CA's sales methodology.
  • Customer Commitment: Act in ways that demonstrate customer and partner focus and satisfaction by building effective relationships with customers and partners, identifying, meeting and exceeding customer/partner expectations, and driving continuous value to end-customer accounts
  • Solution Assurance: Strong knowledge and understanding of specific CA domain product(s), how to identify the solution(s) to best meet the customers' business needs and how to appropriately position the CA domain solution with partners and customers. Can demonstrate and leverage the total cost of ownership (TCO), Return on Investment (ROI), and other financial benefits of utilizing CA Solutions.

REQUIREMENTS:

  • 7+ years sales experience in software feild in direct sales or channel management
  • Experience in covering Greater China is a good plus
  • Experienced in enabling and maintaining partners, and driving business growth
  • Fluent Mandarin speaking is a good plus
  • Sound knowledge in Hong Kong software market is must
  • Collaborative, positive and can-do attitude

Interested parties please click "Apply Now' to apply job

More About Working at CA:

CA has earned scores of global 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.


Learn more about CA Technologies and this opportunity now at http://ca.com/careers


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More job information
Job ref no. CT3114387-01#9740
Salary
  • N/A
Job Function
Industry
Experience
  • 7 years - 12 years
Career Level
  • Non-management level
Education
  • Asso. Deg or High Dip
  • Degree