Principal Consultant, Presales - APM

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.

Are you ready for the best work of your life?

The Principal Consultant, Presales - APM is responsible to provide subject-matter expertise, thought leadership and solution/technical specialization within APM and/or across CA's products or solutions in a manner that best positions CA against our competition. The building of customer, partner and prospect relationships to better understand their business and IT challenges is absolutely critical to the success of this position.

Key Responsibilities

This position must be seen by the customer as bringing tangible value in terms of experience, knowledge and expertise. This is achieved through a combination of broad real-world experience and IT industry-specific certifications. Overall, this position is responsible for delivering positive, quantifiable results for CA measured across five primary areas:

  • Customer Focus: Effectively and compellingly communicate CA's key capabilities to address customer and partner needs
  • Financial Targets: Meet or exceed 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, and effectively run virtual team(s)

Customer Focus

  • Assist the CA Customer Solution Architect, Channel Solution Strategist, and/or Business Unit aligned Solution Strategist and sales team in technically qualifying solutions and their benefits to customers and/or partners.
  • Work closely with the account team and the customer or partner to obtain a deep understanding of the customer's technology needs or partner's offerings and architect a solution to meet them.
  • Build relationships across customer's or partner's IT silos and offerings to understand, build, document and share our knowledge of their infrastructure, challenges and potential technical impact of planned projects.
  • Understand and act as a valued resource early and often within the customer's decision making process (e.g.: during the idea or conceptual stages).
  • Execute complex product integration demonstrations and proofs of concept, customizing the demonstrations as necessary to address the customer's specific needs and environment.
  • Maintain a deep technical knowledge of the products developed by the business unit.
  • Provide technical specifications and requirements documentation as necessary to support the proposed solution.
  • Effectively position and present the benefits of CA's solutions and specifically how our solutions will support the client's technical and functional requirements.
  • Provide technical leadership and oversight during Trials, Proof-of-Concept (POCs), complex demos, etc., as warranted.
  • Ensure technical requirements required by the proposed solution are clearly communicated to and understood by the client and meet the client's expectations.
  • Effectively communicate CA's key competitive differentiators, by solution as defined by CA product groups.
  • Foster and build relationships with customers and partners to develop references.
  • Strive to constantly improve the quality of all customer interactions.

Financial Targets

  • Directly assist account teams in achieving financial targets via the opportunity planning process.
  • Assist sales in accurately assessing and forecasting opportunities.
  • Evaluate alternative options to execute opportunities by the most cost effective means without negatively impacting deliverable quality or customer's perceptions.
  • Ensure long-term stability and sustainability of book-of-business.

CA's Internal Business Processes

  • Coordinate internal/external resources to effectively pursue opportunities.
  • Disseminate feedback to business units gained from client experiences and issues to facilitate product improvements or enhancements.
  • Mastery of processes and tools for:
  • Proposal Development
  • Solution Architecture Overview
  • Statement of Work (SOW) Development
  • Need-based Sales Methodology
  • Enterprise Management tools and accelerators (Profilers, Maturity Modeler, and Blueprints)
  • Contribute constructive feedback for improvement and enhancement of above processes.
  • Assist in the Partner Enablement process (partner selection, technical training and opportunity engagement).
  • Marshal appropriate CA resources to effectively execute partner-led opportunities.
  • Understand and adhere to compliance requirements and Code of Ethics.

Preferred Education

Bachelor's degree or global equivalent in Computer Science or a related degree.

Work Experience

5+ or more years of detailed technical APM industry related experience. Experience working with customers, sales personnel and/or customer services. Experience in the related industry disciplines and technologies and related application experience (i.e. Exchange, SQL, ORACLE & SAP as well as operating system administration). Experience resolving more complex technical issues and integration of multiple products to create solutions.

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 within APM: Possess in-depth knowledge and understanding of CA's APM product 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: Deliver outstanding oral and written communications that are impactful and persuasive with their intended audience.
  • Industry Knowledge: Possess in-depth knowledge of a 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 in-depth financial analysis to make decisions, evaluate opportunities and choices; knows how financial decisions impact business success.

Professional Development

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

  • Leveraging formal and informal learning channels to continually enhance knowledge and understanding of current and evolving market, industry, technology and competitive trends within APM.
  • Attain and/or maintain applicable industry certifications (i.e.: ITIL, Six Sigma, CISSP, SNIA, etc.).
  • Maintain other industry-recognized technical accreditations (i.e.: Web Services - J2EE, XML, XSLT, .NET, SOAP, Linux, Open VMS, etc.).
  • Mastery with proposal development.
  • Technical and business acumen.
  • Understanding of IT's role and its impact in supporting the business.
  • Problem solving, solution expertise, consultative 'questioning' and active listening skills.
  • Communication and presentation skills.
  • Virtual team leadership and collaboration.
  • Technical solution expertise.
  • Mastery with CA sales tools (e.g., solution white board, presentations, demonstrations) and resources.
  • Achieve certifications within two or more solution areas plus pass two courses per year.
  • Familiarity with two or more product families within a brand as well as cross-brand solutions.

Leadership, Teamwork and Planning

  • Champion a single brand, but drive cross-brand solutions where appropriate.
  • Define complex and detailed solution specifications for implementation working with the delivery team as necessary.
  • Demonstrate comfort around senior management and technical staff.
  • Demonstrate effective partnering with CA's internal and external partners.
  • Collaborate with other technical experts to develop detailed specifications, as necessary.
  • Proactively seek and deliver feedback to local sales management with respect to opportunity progress and issues.
  • Apply specialized knowledge to analyze, design, construct and implement solutions which address complex business or technical requirements.
  • Match appropriate CA methods or recognized equivalent to identified client needs.
  • Actively mentor and share lessons learned with peers and colleagues.
  • 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 CA's internal processes and systems, and supporting roles.
  • Demonstrate effective time management.
  • Participate in complex internal projects that improve the value of Presales overall, e.g.: publish technical solutions to the TKL and/or TechWeb, create and publish demos for Solution Centers, etc.
  • Match appropriate CA methods or recognized equivalent to identified client needs.
  • Demonstrate proficiency in navigating CA's internal processes and systems, and supporting roles.

Demonstrate effective time management.

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 http://ca.com/careers

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 1-800-454-3788.

EOE/Min/Women/Veterans/Disabled

Nearest Major Market: Manhattan

Nearest Secondary Market: New York City


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