CA Technologies provides IT management solutions that help customers manage
and secure complex IT environments to support agile business services.
Organizations of all sizes leverage CA Technologies software and SaaS
solutions to accelerate innovation, transform infrastructure and secure data
and identities, from the data center to the cloud.
### Job Overview
This position is responsible to develop and manage the overall joint corporate
relationships between CA and identified target partner(s). Facilitation and
health of joint solution development, while guiding joint field engagements
and alliance operations across all Business Units of the partner(s) and CA.
Work with the local in-country/in-region CA teams to further build
relationships and identify strategic programs and revenue opportunities.
This role will focus on CA's best-of-breed security product suite.
### Key Responsibilities
* Focus on expanding business and generating revenue by establishing collaborative activities with designated partners.
* Serve as the key alliance liaison and first point of contact for all business-related activities.
* Develop and drive the corporate strategic relationship(s) and ensure they are in concert with CA's overall plan, including:
* Solution identification and development
* Business Case
* Business and Go-to-market plans
* Sales engagements
* Marketing and collateral
* Competitive positioning
* Manage day-to-day business relationship with partner(s), oversee all aspects of the relationship and ensure regular, coordinated interaction with assigned CA Technical Alliance Manager.
* Initiate and maintain executive relationships with target partner(s), with primary focus on the business aspects, including the partners' product groups, marketing and field organizations.
* Understand and communicate the strategic vision of the partner(s) and CA and act as 'expert advisor' within CA on partner's organization, products, technology and plans.
* Communicate CA technology and strategic direction to the partner(s) and gain partner support of CA's strategies.
* Oversee and manage joint corporate alliance agreements and their compliance, including business agreements such as Letters of Understanding, Development License Agreements, Statements of Work, Non-Disclosure Agreements, etc.
* Develop and execute viable business cases and business plans jointly with the partner(s)
* Promote alliance with marketing materials on websites (partner site, CA site, internal sales sites, partner PR events) and create necessary materials and sales tools to promote the alliance.
* Track and regularly report on current and potential projects and revenue for each partner
* Collaborate with CA Business Units to build partner alliance strategies for CA's brand managers, product marketing, field marketing, and channel organizations.
* Ensure CA's Business Units understand and effectively manage the product interoperability processes between CA and the partner.
* Identify and help facilitate partner(s) initiatives that would present new revenue opportunities for CA's Sales and Channel organizations.
* Act as an advisor and collaborate with CA alliance contacts in geographies where partner(s) has a presence, in order to leverage the relationships in those regions.
* Understand market environment as it relates to Alliance: key drivers, barriers to success, competition, etc. Identify, evaluate, and take the appropriate action to fill gaps within CA's product areas with partner technology via M&A;, OEM, or joint integration.
### Typical Role Definition
Sr Professional Staff. Possesses and applies a comprehensive knowledge of a
particular field of specialization to complete complex assignments. Technical
skills may cross fields. Works on complex and diverse issues where analysis of
situations or data requires an in-depth evaluation of variable factors.
Assignments are broad in nature and need ingenuity and originality to solve.
Requires daily decision making capabilities and actions that are not reviewed
by supervisor. Operates with substantial latitude for unreviewed action or
decision. May be responsible for a project team with a defined scope of
responsibility and set of deliverables. Has influence over team members;
encourages focus on ingenuity and results. Reviews progress and evaluates
results. Plans and assigns personnel for a given project or task, and
recommends changes in procedures. Often plays a role in high-level projects
that have an impact on the company’s future direction.
### Job-Specific Authority and Scope
* Generally works without consulting their manager.
* Independent decisions are made daily.
* Examples of typical decisions without manager consultation:
* Correspond to target partners
* Review, recommend, and work with legal on partner agreements
* Determine appropriate go to market plans with target partners
* Typically has no direct reports.
* Typically has no total staff.
* Typically has a global geographic focus.
* Typically does not manage a budget.
* Other scope factors include:
* Responsible for a few major partnerships and/or several minor partnerships spanning 1 or more BUs
* Responsible for partner influenced revenue of $5M or more
* Lead strategic initiatives across 1 or more BUs with planning horizon of 1-2 years
### Business Travel
Business travel of approximately 25 percent yearly is expected for this
position.
### Preferred Education
Bachelor's degree or global equivalent in a business or IT related field. MBA
preferred.
### Work Experience
Typically 10 or more years of related industry experience with 6 or more years
experience in Alliance related activities in the IT industry. International
experience helpful.
### Skills & Competencies
* Critical and innovative thinker and has the ability to effectively communicate and partner at the executive level.
* Strong and effective planning, execution, presentation, communications, negotiations and multi-tasking skills.
* Ability to lead, review and execute multiple strategic projects and manage virtual teams.
* Ability to effectively build strategic working relationships and develop and use collaborative relationships to facilitate the accomplishment of work goals.
* Builds trust and displays confidence in his or her intentions and those of the organization.
* Exhibits a strong sense of ownership in his or her work.
* Excellent written, analytical and business development skills to balance strategic thinking and execution of tactical activity including the ability to crisply communicate and present at an executive level.
* Candidate must be an innovative thinker, possess strong and effective planning, execution, presentation, communications, negotiations and multi-tasking skills and must be able to lead, review and execute multiple strategic projects and manage virtual teams.
* Proactive and entrepreneurial work style and possess a strong ability to think strategically and work without daily direction.
* Excellent leadership, organizational, project management, collaboration and team-building skills.
* Detail orientated
### Certifications
* Certificate of Achievement - Alliance Management (Certificate issued by Association of Strategic Alliance Professionals)
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, Personal, Anniversary Service
and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift
Program, Adoption Assistance Program, and Veterinary Care Insurance.
Learn more about CA Technologies and this opportunity now at
http://ca.com/careers
CA Technologies and all of its 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**:** CA Technologies does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any CA Technologies employee. CA Technologies 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 Technologies and will be processed accordingly.*
EOE/AA