Expired job

Just missed a job?

Sign up and never miss an opportunity again!

Sr Director, Sales job

CA TechnologiesTrenton, NJ
CA Technologies jobs





Company Description

CA Technologies, formerly known as Computer Associates International, Inc. and CA, Inc., is one of the largest independent software corporations in the world. CA for short, is an American, multinational, publicly held company headquartered in New York City. The company creates systems software (and previously applications software) that runs in mainframe, distributed computing, virtual machine and cloud computing environments.

Job Description

Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your unique experiences and creative ideas to the table. CA Technologies provides software and solutions that help our customers to develop, manage, and secure complex IT environments to increase productivity and enhance competitiveness in their businesses. It?s our aim to encourage global collaboration and results-oriented innovation, while supporting and developing our talented people and our communities. CA Technologies will empower you to drive authentic success, for both the business and yourself in the application economy.

* Sr. Director, Sales ? Account Management*

* Are you ready for the best work of your life?*

This position is responsible to plan, execute, monitor, and direct a sales team's performance and resource allocation needs within a specified geographic territory. This involves ensuring the team achieves sales revenue targets and drives new business, builds customer loyalty, ensures high product retention rates, and supports and promotes CA strategy and initiatives. In addition, this position supports and/or develops executive-level relationships with key business leaders in CA's targeted market.

* Key Responsibilities*

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:* Oversee optimization of the overall customer experience across the assigned territory

* * Financial Targets:* Ensure staff meets or exceeds CA's stated financial quotas and targets

* * Internal Business Processes:* Demonstrate mastery with CA's internal processes, systems and support structure

* * Professional Development:* Demonstrate high-level proficiency and skill

* * Leadership, Teamwork and Planning:* Collaborate with, mobilize, and effectively run virtual team(s)

* Customer Focus*

* Direct sales staff to create, maintain and execute a sales business plan with goals and objectives, based on competitive landscape and opportunity, customer needs, and CA's strategic direction.

* Hold sales revenue quota for one or more routes to market or business models for a defined territory.

* Drive direct sales revenue across one or more assigned routes to market or business models.

* Develop competency in direct sales and application of CA's technology and strategies.

* Participate in defining direct sales strategy to increase customer breadth in retail, commercial and enterprise space.

* Conduct quarterly business reviews and planning sessions with customers.

* Hold regular team meetings, and one-on-one meetings with direct reports, to ensure that operational areas support the direct sales business.

* Provide regular pipeline forecasts and business health checks to senior sales management.

* Regularly meet with direct reports to review the health of the business.

* Work with Field Marketing, Brand Management and Brand Marketing to identify opportunities supporting CA's strategy.

* Work collaboratively with counterparts in Inside Sales and R&D to ensure Partner satisfaction and near-100% customer retention rates.

* Work with sales team to gather data, operational and quality-related problems. Escalate to appropriate departments to ensure that appropriate remedial action is taken.

* Ensure thorough resources, planning and time management is in place so that existing opportunities are properly staffed and has scale and skill sets to support sales opportunities.

* Help team members build and maintain relationships with key executives and decision makers, taking the lead as necessary.

* Build long-term partnerships and trust.

* Prioritize efforts to pursue the most pervasive customer needs that CA can successfully address within assigned territory.

* Understand and navigate customer's buying process and procurement policies through distribution.

* Measure and communicate value delivered to customer to ensure strength of relationship.

* Understand CA's vision, strategy and key customer initiatives (for example: SupportConnect, Product Advisory Councils and Beta Programs, etc.); support sales teams to ensure that customers are consistently kept informed.

* Understand and address customer survey results/trending and respond to changing customer needs.

* Support sales teams by participation in customer meetings as needed.

* Engage internal resources within CA, and/or within the sales organization, as needed, to ensure end-customer satisfaction.

* Marshall and lead the appropriate internal technical resources to demonstrate CA's advantages to the customer.

* Evaluate program trends and provides analysis and recommendations to management.

* Financial Targets*

* Ensure the team meets or exceeds the team's stated financial targets.

* Create, maintain and manage to plans to meet or exceed financial targets.

* Direct, measure and accurately predict financial outcomes.

* Direct territory-wide opportunities and transactions to ensure balance, long-term stability and sustainability of book-of-business.

* Analyze financial and performance metrics to plan for optimum performance efficiency and financial return.

* Show a level of consistency in meeting financial targets that would demonstrate a higher level of management responsibility.

* Internal Business Processes*

* Demonstrate mastery CA's approved methods and processes for:

o Territory Planning

o Account Planning

o Opportunity Planning

o Forecasting

o Lead to Quote

o Quarterly Business Reviews

o Performance Management

o Need-based Sales Methodology

o Review and Approval Processes

* Ensure adherence to, and be regarded as an exemplary role model for CA's Core Values, Code of Conduct, Ethics and compliance requirements.

* Explain and consistently enforce directives from senior management.

* Ensure staff understands corporate policies and procedures.

* Ensure that proper security measures are applied and followed at all times.

* Enforce corporate policy with respect to equal employment opportunity, non-discrimination and other related policies.

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

* Preferred Education*

Bachelor's degree or global equivalent in Marketing, Information Technology, a business discipline or related field. An MBA or relevant graduate degree is preferred.

* Work Experience*

Typically 12 years of sales experience in the IT or related industry. Proven track record of effectively and successfully managing a large, geographically dispersed sales team's performance a plus.

* Skills & Competencies*

* 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:* Possesses in-depth knowledge of and completely understands 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:* Direct 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 outstanding oral and written communications that are impactful and persuasive with their intended audience.

* * Industry Knowledge:* Possess 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:* Ensure staff utilizes solutions-oriented, systematic approach to selling, leveraging 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 in-depth financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success.

* Professional Development*

Demonstrate on-going personal and professional development mastery with respect to the following capabilities:

* Provide team leadership, coaching and mentoring to staff

* Comfort-level around senior management

* Articulate business cases / proposals to senior management (internal / external)

* Proposal development, negotiation, closing and booking business

* Develop future leaders

* Complete leadership class or online training per quarter

* Business and industry acumen

* Problem solving skill and agility

* Competitor awareness

* Consultative 'questioning' and active listening

* Oral and written communications and presentation skills

* Business planning

* Financial analysis

* Time management

* Hiring, succession planning and corrective action

* Employee relations rules and regulations

* Leadership, Teamwork and Planning*

* Demonstrate mastery in teambuilding and conflict management.

* Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize direct and virtual team effectiveness.

* Demonstrate mastery in navigating CA's internal processes and systems, and supporting roles.

* Provide teambuilding, coaching and mentoring to staff.

* Demonstrate effective time management .

* Demonstrated ability to effectively prioritize tasks.

* Demonstrate effective partnering with CA's internal and external partners.

* Work with employees to create personalized development plans through regular one-on-one reviews of skills and personal career goals; follow up to ensure that employees execute on their plans in a timely fashion.

* Use these reviews to identify possible successors, and provide them opportunities to broaden their experience and enhance their skills.

* Consistently reinforce the importance of CA's Core Values.

* Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed.

* Ensure that the team receives regular training on CA's products, services and other initiatives, as well as skills training (such as account planning, better forecasting, listening and positioning skills, etc.), as appropriate.

* Hold regular team meetings and one-on-one meetings, to ensure the team is on track to meet business goals, provide consistent mentoring and coaching.

* Ensure appropriately qualified and/or experienced personnel are recruited, provided a complete orientation to CA's organization, policies and procedures, systems and strategy, (including administrative staff), formally introduced to all internal and customer contacts, and trained according to their individual needs.

* Mentor other managers within CA to help them attain a higher-level of management experience, professionalism and accountability.

If you want to fulfill your potential, be acknowledged for your achievements, and be given autonomy to make decisions for your business and customers; if you want to work with a company that respects you as an individual - recognizing both your needs at work and your responsibilities outside of it - then CA Technologies is where you belong.

At CA Technologies your passion and expertise can directly impact the business and you?ll help offer our customers practical approaches to delivering new, innovative services and value through IT.

We offer competitive salary, company-sponsored premium Medical/Prescription & Dental Plans, company-paid Holidays, Vacation, Anniversary Service and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program.

Learn more about CA Technologies and this opportunity now at

We and all of our subsidiaries are equal opportunity employers. As such, it is our corporate policy to fill positions with qualified candidates regardless of the candidate?s race, color, sex, age, religion, ancestry, national origin, citizenship status, marital status, sexual orientation, gender identity, genetic information, disability, pregnancy, military status, veteran status or any other protected group status.

/ *Note to Recruiters and Placement Agencies*: We do not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any of our employees. We 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 our property and will be processed accordingly./

/ If you require an accommodation with the online application process, please contact Talent Acquisition at 1-800-###-####./

Associated topics: administrative, leader, management, sales executive, sales leader, sales management, sales manager, shift lead, team lead, territory manager
Estimated annual salary


  • Confer with company officials to develop methods and procedures to increase sales, expand markets, and promote business.
  • Listen to and resolve customer complaints regarding services, products, or personnel.
  • Provide staff with assistance in performing difficult or complicated duties.
  • Monitor sales staff performance to ensure that goals are met.


  • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
  • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
  • SpeakingTalking to others to convey information effectively.


  • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • Economics and AccountingKnowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
  • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
Paid HolidaysDental Insurance
Adoption AssistanceVacation & Paid Time Off
401K PlanSick Days

CA Technologies


Company - Public




$2B to $5B


Multiple locations






Michael P. Gregoire

Closed Job Filters

CaregiverCA TechnologiesPhiladelphia, PA
We are Seeking kind and patient caregiver to assist our 4 years old daughter and pleasant woman (my grandmother)who has dementia and anxiety with all aspects of daily living, including: -Read more
CaregiverCA TechnologiesPhiladelphia County, PA
We are Seeking kind and patient caregiver to assist our 4 years old daughter and pleasant woman (my grandmother)who has dementia and anxiety with all aspects of daily living, including: -Read more
Sr Director, Solution SalesCA TechnologiesMercer County, NJ
Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your unique experiences and creative ideas to the table. CA Technologies provides software andRead more
CA Services Partner DirectorCA TechnologiesNew York City, NY
Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your-unique-experiences and-creative-ideas to the table. CA Technologies provides software andRead more
Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your unique experiences and creative ideas to the table. CA Technologies provides software andRead more
Similar jobs in the area
Sales Enablement DirectorCello Health TalentMorrisville, PA
We are looking for an individual who will positively impact sales acceleration, productivity and outcomes by instituting best practices, and developing and delivering sales enablement assets, knowledge sharing, tools and communication to the sales force...Read more
A financial services company that provides services to businesses is searching for a person to fill their position for a Remote Sales Director. Individual must be able to fulfill the following responsibilities: Identify and drive territory/account sales...Read more
We have an exciting opportunity for a Sales Director in Edison, NJ to sell Trigyn’s technology solutions and services to prospective customers. The primary responsibility of the Sales Director is to identify and close enterprise sales opportunities that...Read more
Sales DirectorZycus Infotech Private Limited - MumbaiDayton, NJ
Description The Director of Sales will be responsible for driving sales efforts in the North America Region. As our Enterprise Sales Director for the region, you will drive new customer acquisitions and will be hunting new logos by developing key growth...Read more
gig jobs
Seasonal Warehouse Team Member $500 Sign-On BonusAmazon Workforce StaffingTrenton, NJ
Seasonal Warehouse Team Members Location: Somerset Job opportunities vary by location. We update postings daily with open positions. Hourly pay rate: New! Up to $17.40*, plus $500** sign-on bonus, when you start your Day 1 prior to 6/20/2021 *Effective...Read more
Director of Sales Overview Imagine your ideal job. Now add bowling. And arcade games. And parties every day of the week. This isn’t any ordinary office; it’s the beginning of a bowled new career as Bowlero Corp’s newest Director of Sales. We’re looking for...Read more
World class manufacturing company in Langhorne, PA is seeking a Director of Sales. Seeking a a self-motivated professional with proven managerial experience and an outstanding track record in sales. In this position, you will be responsible for meeting our...Read more
Inspired Living at Rockledge Rockledge, FL, USA Description Validus Senior Living is currently seeking a Sales Director at our Inspired Living community in Rockledge, FL. We are looking for a spirited and high energy sales leader who cares about seniors...Read more
WHISHWORKS is a global IT services and consulting company, specialising in Salesforce, MuleSoft & Big Data since 2008.Our business is growing, and we are seeking a strong Pre-sales Architect to join our Salesforce Practice to lead proposals, solution...Read more
Key Responsibilities At this time, we are seeking a Director of Sales & Marketing to join our team! Responsibilities * Works closely with the Executive Director and Divisional Director of Sales & Marketing in the development and execution of the sales...Read more
A seasoned Sales Hunter responsible for selling TCS BaNCS Insurance Solution to US Insurance Companies. This role will be of an individual contributor and he/she will be supported by and Sales Enablement Team. This role will report up to the Sales Head for...Read more
Show more jobs
500+ more jobs

Similar jobs

Executive Dir, Sales StrategyIcon Clinical PLCNorth Wales, PA
At ICON, it’s our people that set us apart. Our diverse teams enable us to become a better partner to our customers and help us to fulfil our mission to advance and improve patients’ lives.Our ‘Own It’ culture is driven by four key values that bring us...Read more
Director SalesTata GroupNew Brunswick, NJ
A seasoned Sales Hunter responsible for selling TCS BaNCS Insurance Solution to US Insurance Companies. This role will be of an individual contributor and he/she will be supported by and Sales Enablement Team. This role will report up to the Sales Head for...Read more
Description SHIFT: Day Job SCHEDULE: Full-time Your Talent. Our Vision. At Anthem, Inc., it’s a powerful combination, and the foundation upon which we’re creating greater access to care for our members, greater value for our customers, and greater health...Read more
An information technology company has a current position open for a Remote Commercial Sales Director. Individual must be able to fulfill the following responsibilities: Develop annual sales and marketing strategic business plans to drive ServiceNow revenue...Read more
Primary Purpose The Sales Director, K12 is responsible for executing the sales strategy for our State and Local Education Agencies clients, through prospecting, leads management, closing new business opportunities, and scaling the account potential...Read more
Technology Sales Capture Organization: Accenture Technology - Communications, Media, & Technology Location: Northeast Market Join Accenture and help transform leading organizations and communities around the world. The sheer scale of our capabilities and...Read more
Sales Director, K12Global Education Technology CompanyPrinceton, NJ
Primary Purpose The Sales Director, K12 is responsible for executing the sales strategy for our State and Local Education Agencies clients, through prospecting, leads management, closing new business opportunities, and scaling the account potential...Read more
**Enablement Director, Solution Sales** Location **US-Remote (United States)** Job ID **15881** **Overview of Job Function:** The Enablement Director, Solution Sales drives the strategy and execution of the enablement platform used to educate, develop, and...Read more
Veolia Water Technologies, Inc. (VWT) is an industry leader in providing water and wastewater technology to industrial customers. Veolia Water Technologies is seeking a National Sales Director located east of the Mississippi River reporting to our...Read more
Certara is hiring a Director, Strategic Accounts to support our Consulting division! This position can be based out of any East Coast Certara office or full time remote. At Certara, we accelerate medicines to patients by partnering with life science...Read more