CA Technologies - Senior Sales Account Executive - APIM/Middleware - North India

As an Sr Sales Account Executive - API Management - North India, you will be responsible for eliminating the barriers between ideas and outcomes for our customers through the introduction and use of CA Technologies solutions to solve business challenges. 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 accounts.

- This position will take a leadership role in working closely with sales colleagues and related roles to help drive complex sales opportunities from identification and qualification through closure by developing and driving an effective and efficient sales strategy.

- The perfect candidate for this role will have a demonstrated record of success in positions of increasing responsibility over the course of their career. An ideal background will include:

Key Responsibilities:

- This position is responsible for selling CA API solutions into a set of accounts leading to achievement of assigned quota targets on a monthly, quarterly, and annual basis.

- 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 our customers by exhibiting:

- Customer Commitment: 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 a CA APIM Solution Set: Know and understand CA API Management product, how to identify the solution to best meet the customers' business needs and how to appropriately position the CA domain solution with customers.

- Territory/Account Management: Effectively manage territory and accounts; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to maximize overall territory viability. Lead and coordinate internal/external resources to effectively pursue opportunities.

- 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

Work Experience and Skills & Competencies:

- Experience of 10+ years in Sales / Business Development.

- Strong Solution Sales experience in API Management / Middleware.

- Strong Market Connect and Understanding in Northern India territory.

- Strong Experience in Sales Account Management.

- Demonstrated ability to manage a complex sales cycle with significant business and technical components. The ability to develop and present a meaningful ROI presentation to help customer justifying the cost of investment.

- Demonstrated ability to meet and exceed quotas selling a technical solution to a technical audience.

- The ability to create thoughtful and compelling business cases highlighting revenue growth opportunities with demonstrated ability to build significant revenue stream through strategic alliance partners.

- Smart, creative, energetic, conscientious, and enthusiastic persona with strong problem-solving skills.

- Excellent written and verbal communication skills. Excellent analytical and presentation skills.

- Enjoy fast-paced, energetic environment. Entrepreneurial and results oriented.

Preferred Education:

- Bachelor's degree or global equivalent in a related field or equivalent training in business or account management.

Business Travel and Physical Demands:

- Business travel of approximately 50 percent yearly is expected for this position.