Account Manager

Account Manager Requisition ID 14289 Full/Part Time Full Time Location New York, NY Description CA, (NYSE: CA), one of the worlds leading independent, enterprise management software companies, unifies and simplifies complex information technology (IT) management across the enterprise for greater business results. With our Enterprise IT Management vision, solutions and expertise, we help customers effectively govern, manage and secure IT. Customers can evolve their IT operations from being reactive and focused only on technology to being flexible, adaptable and focused on serving the business. Today, CA, formerly known as Computer Associates, serves the majority of the Fortune 1000 companies, as well as government organizations, educational institutions and thousands of other companies in diverse industries worldwide. We are currently looking for a qualified Account Manager to join our team at our New York office.

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 perceived by the customer as being both customer centric and solutions oriented. Overall, this position is responsible for delivering positive, quantifiable results for CA and its customers which will be measured across five primary areas: Customer Focus: Manage and optimize the overall customer experience Financial Targets: Meet or exceed CAs stated financial quotas and targets Internal Business Processes: Demonstrate proficiency with CAs internal processes, systems and support structure Professional Development: Demonstrate increasing proficiency and skill Leadership, Teamwork and Planning: Mobilize and effectively run virtual team(s) Customer Focus Demonstrate knowledge of the customers business and its competitive landscape Demonstrate understanding the customers operational processes Identify CA solutions that address customers needs and lead efforts to sell such solutions Compellingly communicate CAs capabilities to address IT needs that support the customers business objectives. Drive multi-brand solutions, without functional or geographical boundaries Marshal and lead the appropriate internal and partner technical resources to demonstrating CAs advantages to the customer. Build and maintain relationships with key executives and decision makers Build long-term partnerships and trust Demonstrate thought leadership to the customer Understand navigate customers buying process Measure and Communicate Value Delivered to Customer to ensure strength of relationship. Lead Account Review and Customer satisfaction survey processes to assess overall client satisfaction. Act on results Financial Targets Identify, qualify new and expanded sales opportunities to determine their viability and alignment the customers and CAs business objectives. Negotiate and close sales opportunities Meet or exceed stated financial targets Develop, maintain and manage to plans to attain financial targets Manage, measure and accurately predict financial outcomes Manage opportunities and transactions to ensure long-term stability and sustainability of book-of-business Internal Business Processes Demonstrate mastery CAs approved methods and processes for: Territory Planning Account Planning Opportunity Planning Forecasting Lead to Quote Performance Management Need-based Sales Methodology Demonstrate working knowledge and adherence CAs Code of Ethics and compliance requirements Teamwork, Leadership and Planning Assemble, and lead activities of, the virtual sales team defining and presenting CA solutions to address customer needs. Demonstrate proficiency in teambuilding and conflict management Recognize team members roles, responsibilities, strengths and weaknesses in order to improve and optimize virtual team effectiveness Demonstrate proficiency in navigating CAs internal processes and systems, and supporting roles Teambuilding, Coaching and Mentoring Demonstrate effective time management Demonstrate effective partnering with CAs internal and external partners Professional Development Demonstrate ongoing personal and professional development and increased proficiency with respect to the following capabilities: Comfort-level around Senior Management Proposal development, negotiation and closing Business and industry acumen Problem solving skill and agility Solution expertise Competitor Awareness Consultative questioning and Active Listening Oral and written communications and presentation skills Virtual Team Leadership Typical Role Definition Professional Staff. A senior level professional role. Evaluation, originality or ingenuity required. Knows and applies the fundamental concepts, practices, and procedures of a particular field. Has mastered the basic job duties. Performs work under general supervision that is varied, and may be difficult, yet typically involves limited responsibility. Assignments can be broad in nature. May serve as a resource to others to resolve complex problems and issues. Instructions generally provided in general terms. May take on project lead role as required. Job-Specific Authority and Scope Generally works without consulting their manager. Independent decisions are made daily. Examples of typical decisions without manager consultation: Decision to bring in appropriate or additional account team resources and assign issue ownership as needed. Prioritization and sales strategy of prospective solutions based on customer need. Prioritization, planning and direction of customer-related activities. Typically has no direct reports. Typically has no total staff. Typically has a geographic focus of Area (multi-country or multi-state). Typically does not manage a budget. Business Travel and Physical Demands Business travel of approximately 50 percent yearly is expected for this position. Physical demands: Office environment. No special physical demands required. Preferred Education Bachelors degree or global equivalent in a related field or equivalent training in business or account management Work Experience Typically 3 to 5 years experience with a proven track record of success in managing and growing large-company accounts. Skills 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 CAs Solution Sets: Know and understand CAs 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: Delivers oral and written communications that are impactful and persuasive with their intended audience. Industry Knowledge: In-depth 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 CAs 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 Theres never been a better time to join CA. Were 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, were changing the way the world manages IT, to help customers better perform, compete and grow. Thats why the majority of leading companies across industries worldwide use our software. Its also why youll find a wealth of opportunities for important and rewarding work. Come to CA and build the career you want. We offer competitive salary, company-sponsored premium Medical/Prescription & Dental Plans, company-paid Holidays, Vacation, Personal and Sick Days, 401(k) Plan, Employee Stock Purchase Program, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program, and Veterinary Care Insurance. To learn more about CA and this opportunity, we welcome you to visit our web site at www.ca.com. Note to Recruiters and Placement Agencies: CA does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any CA employee. CA 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 and will be processed accordingly. EOE/AA

Please refer to job code cainc-14289 when responding to this ad.

Category:	Sales
	> Account Management
Location:	New York, NY
County:	New York County
ZIP Code:	10001
Pay Rate:	Open
Job Terms:	full time
Company:	CA Inc.
Phone:	email only please
Fax:	email only please