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.
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
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.