As a Solution Account Director, you will be responsible for positively impacting the relative attributes of a specialized account including customer satisfaction, growth, and share of wallet, the successful introduction of a specific new solution, and driving business value ROI for our customers. This will be accomplished by gaining a thorough understanding of the clients’ business and the industry in which they compete, the corresponding IT initiatives, identifying needs which CA can help resolve, developing compelling business value proposals for our solutions and ultimately closing business.
Responsibilities
This position is responsible for selling CA Enterprise Management solutions into the Named Enterprise accounts.
He or She develops a sales strategy in line with achieving sales objectives and positions CA Technologies as a total solution provider.
• Serve as the sales person for CA's Enterprise Management solutions within Singapore market
• Develop a sales strategy, including a target prospect list, a sales plan, and a channel sales plan, coordinate marketing events (mainly in Singapore but some in ASEAN) , and qualify customer's prospects
• Represent EM relative to the competition, positioning CA Technologies as total performance solution providers
• Deliver EM sales presentations/demonstrations
• Own the Statement of Work development
• Forecast and report sales activity
• Travel as required
• Perform additional duties as required
Requirements
• Bachelor Degree or global equivalent in a related field or equivalent
• At least 7 or more years of sales experience in selling complex enterprise software solutions to senior (C-Level) executives
• Ability to establish client relationships and network within organizations
• Experienced in selling with partners and enable them to generate pipeline and drive deal closure
• Experienced in selling in a team environment and ability to coordinate activity with product sales representatives, services account managers, Channel Partners, and EM subject-matter experts (SMEs)
• Process-oriented, strategic approach to selling with a track record of qualifying and closing complex, high value sales transaction
• Ability to manage territory, considering each and all accounts collectively; establish accurate plans and forecasts
• Ability to generate short-terms results while holding a long-term perspective to maximize overall territory viability
• Excellent communication skills
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