CA Technologies Principal Consultant, Presales in Bogota, Colombia

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.

  • Principal Consultant, Presales*

  • Location: Colombia/ Bogota or Medellin*

This position is responsible to provide subject-matter expertise, thought leadership and solution/technical specialization within 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.

  • About the Principal Consultant Presales Role:*

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:

o Proposal Development

o Solution Architecture Overview

o Statement of Work (SOW) Development

o Need-based Sales Methodology

o 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.

  • 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.

  • Key Responsibilities:*

· Understand the technologies, constraints and other issues of an application security program and its implementation.

· Demonstrate CA-Veracode platform, value proposition and technology for prospects, customers and partners.

· Understand the customer's business, security and compliance challenges.

· Match CA-Veracode solutions to customer's business and technical requirements.

· Complete RFPs for sales globally

· Present CA vision, strategy and product roadmaps to executives and technical management.

· Provide customer oriented feedback to internal product development groups to guide the future direction of the CA-Veracode service.

  • Qualifications/Requirements:*

  • Minimum 5 years’ experience in the information security industry.

  • Experience with positioning and selling enterprise applications, systems management, and/or business continuity solutions required.

  • Application Penetration Assessment Experience desired (URL manipulation, SQL injection, cross-site scripting, back-end authentication, password in memory, session hijacking, buffer overflow, web server configuration, credential management, Clickjacking, etc.);

  • Hands-on Experience with Application Security testing solutions.

  • Penetration testing, Vulnerability scanning and assessments, Security Architecture, Application Development, Compliance Knowledge - HIPAA, PCI, ISO/COBIT, FISMA desired

  • SDLC - Integration, Application Servers Database Architecture, Network Architecture experience desired

  • Shell scripting & Perl, Java, .NET (C# and ASP, .Net) knowledge desired

  • Hands-on problem solver who is proactive and is able to wrestle a challenge into submission.

  • Ability to collaborate with and motivate multiple groups toward accomplishing a task.

  • Enthusiastic, self-starter with a charismatic personality.

  • Previous experience with selling services as part of a solution.

  • Strong customer facing and relationship building skills.

  • Must be effective in working both independently and in team settings.

  • Strong listening and consultative, question based selling skills.

  • Ability to uncover business challenges and develop a custom solution to solve those challenges.

  • Pre-sales experience working with large enterprises and ISV’s a plus.

  • Must be willing to travel up to 60%

  • Why CA is the right opportunity for you?*

  • Great Culture across the board

  • Ability to make a difference and provide significant impact

  • Appreciation across all levels, an open culture that encourages continual communication

  • Takes smart risks

  • Exhibits courage

  • Is a “driver”

  • Embraces diversity

  • Loves a good challenge

  • Teams well with others

  • Insists on quality results

  • Is forward-thinking

  • Adapts easily to change

  • Solves problems creatively

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.

Learn more about CA Technologies and this opportunity now at http://ca.com/careers

/ 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 employee. 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./