This position is responsible for thought leadership and domain expertise for CA's Services Practice and Enterprise Management Practice, along with the direct management of a team of CA Services resources and business development for the EM Services.
This position is also responsible for the performance of the Services business for assigned solutions within an Area, by building a specialist services organization of required skills and scale to effectively meet the Services business financial objectives and customer satisfaction objectives through successful execution of customer engagements.
Practice Management
Accountable for the Practice's overall Area performance
Establish and oversee the Practice management area team's daily and weekly processes
Provide an updated area delivery forecast to finance as requested
Ensure quality and professionalism is monitored and measured within the Practice
Business Development:
Manage the sales relationship with the area business unit sales group
Present at industry or other events sponsored by CA
Identify needs in the marketplace and drives development of 'in demand' service offerings applicable to Practice area
Drive sales, delivery and staffing efforts to ensure ability to achieve quarterly and annual targets
Drive professionalism and delivery quality throughout the team
Client Relationships & Delivery Excellence
Develop strategic client relations with executive level client personnel
Lead and manage the practice area portfolio of projects and the resources managing and delivering the projects
Manage client expectations within strategic accounts
Respond to escalations at the executive management level
Support User Groups with guidance from Business Unit and Corporate Marketing
Team & Staff Management:
Establish direction while creating a high-performance, high morale working environment
Create high performance teams and by ensuring staff are enabled for professional growth
Responsible for executing the following tasks in association with direct management responsibility:
Ensure all staff adheres to the Time and Expense Policy as posted on QMS.
Ensure each team member responsible for time approval reviews each entry for accuracy, then approves in a timely fashion.
Ensure all staff adheres to CA Policies of Code of Conduct/Ethics, Security and any required training available at LMS.
Conduct regular one-on-one meetings with each team member.
Prepare and deliver goals and performance reviews for each team member in accordance with corporate policy.
Collaborate with Project Management and Resource Management teams to obtain time and expense data for use in appropriately managing team members.
Mentor and coach team members ensuring each has targeted training plans and understands required developmental components needed for career progression.
Interview and hire new employees in association with open requisitions.
Proper performance review and termination if necessary of non-performers in conjunction with manager approval.
Actively participate in the sales account planning and pipeline management planning activities to assist in identifying new and follow up Services and Education opportunities.
How You'll Stand Out
The perfect candidate for this role will have a demonstrated record of success in positions of increasing responsibility over the course of their career. She/he will have an outstanding track record and reputation for being result oriented, attention to detail and passion for Security technology. They will be focused, motivated and customer centric. An ideal background will include:
Typically 10 or more years of business and technical management experience in leading a practice area business with services sales and revenue targets, business development, architecture, product management, project management and consulting management experience.
Experience managing teams of 15+ resources on complex multi-phase projects.
Experience in scoping complex customer projects, leading opportunity capture teams, developing and presenting proposals to customers, negotiating contracts and working with customer business and procurement teams.
Combination of advanced technical knowledge and experience managing and reporting on complex projects is required.
Experienced in the integration of products to create solutions.
Typically has 2-5 direct reports.
Demonstrated business acumen to lead an area services practice team and manage sales and revenue targets
Demonstrated ability to analyze IT business requirements, define/design appropriate IT solution, create detailed Time-to-Value phased execution scopes.
Demonstrated ability to engage in discussions and lead workshops about software technology at a complex level for single Business Unit multi-product solutions and/or cross
Business Unit multi-product integrated solutions of chosen expertise.
Proven comprehension of solutions capabilities and how the solution is designed to be integrated into the client environment.
Ability to understand and communicate how solution(s) of chosen expertise resolve typical client business needs.
Must execute impeccable business level of written and oral professional communication.
Business travel of approximately 50 or more percent yearly is expected for this position.
Education / Certifications
Bachelor's Degree or global equivalent in Computer Science or business related field.
Within first 90 days must achieve CA product training in a minimum of 2 CA products or expertise as agreed to by your Manager.
Also complete associated solution training that aligns with chosen products.
Industry specific certification such as, ITIL or CISSP as appropriate.
Must maintain updated training as required annually.
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