SLED Account Director - CA Technologies - Chicago

Job description
Job Overview
This position is responsible for positively impacting the relative attributes to the account including customer satisfaction, NCV growth, share of wallet and the successful introduction of new solutions. 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. This position is further responsible for developing and maintaining trusted relationships with the C-suite, senior level decision makers, and other key buyers within the assigned account(s).

Key Responsibilities
This position must be seen by the customer as being both customer centric and solutions oriented. Overall, this position is responsible for delivering positive, quantifiable results for CA across five primary areas:
•Customer Focus: Manage and optimize the overall customer account experience
•Financial Targets: Meet or exceed CA's stated financial quotas and targets
•Internal Business Processes: Demonstrate proficiency with CA's internal processes, systems and support structure
•Professional Development: Demonstrate increasing proficiency and skill
•Leadership, Teamwork and Planning: Mobilize, collaborate with, and effectively run virtual team(s)

Work Experience
Typically 5 or more years experience with a proven track record of success in managing and growing large-company accounts.
Desired Skills and Experience
Key Competencies include:
•Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
•Knowledge and Application of CA's Solution Sets: Know and understand CA's products and range of solution sets, how to identify the best possible solutions to meet customers' business needs and how to appropriately position CA solutions with customers.
•Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to maximize overall territory viability.
•Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
•Industry Knowledge: Knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
•Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and CA's sales methodology.
•Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
•Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; knows how financial decisions impact business success.

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