Leadership

Leads a team of Customer Lifecycle Architects who will work effectively as a sales team member and lead all DBA technical milestones on sales opportunities and VR as outlined with Presales and Sales Management.

Leading by example, producing excellent reports, PPTS, Demo’s, submitting records on time and consistently being counted on by the organization is a key metric to measure the CLA

•        Mentors and shapes the understanding of Control M within their accounts, serving as a technical and visionary leader in the review automation designs that supports the accounts strategic requirements

•        Vocal advocate for Control M within the account interfacing with as many constituents as possible with accounts

•        Displays strong leadership qualities in customer meetings through facilitation, decision making skills, overall project readiness and professionalism in delivery of the solution.

•        Is expected to plan, organize and deliver all relevant technical presales deliverables and managing the entire eco system effectively.

•        Contributes to an atmosphere of enthusiasm, cooperation, and team spirit.  Able to direct and coach others without becoming authoritarian. 

Deliverables and Capabilities

(Customer Facing / Internal)

ü  Bi-Annual Control M Account Report

•        SAAP Review

•        Whitespace Report

•        Competitive Report

•        Value Realization Status

•        SWOT

•        Control M Penetration Report

•        Champion, EB, Influencer Report

Customer

Assigned up to 5 permanent accounts in which they will embed to maximize BMC influence and drive Control M growth

•        Viewed as a strategic automation expert driving the creation of and activation of Control M as a solution to their strategic needs

•        Naturally sought out by employees of customers to help strategize how control M fits into their go forward automation strategy.

•        Is a Trusted Advisor to Customer and looks for ways to be included into forward looking strategic internal meetings to help customers understand how Control M can meet their needs.

•        Seeks to increase their profile within customer base by understanding key customer contacts and decision makes outside of the constituents that were originally sold to.

•        Comfortable speaking to all levels of the customers organization from c-level executives to technical resources with no direction needed.

•        Proactively inserts themselves into customer situations as needed to help identify / accelerate the finding of new control m sales opportunities.

•        Privies coordination of and assistance with Value Realization of Control M within the customer Account.

 

Deliverables and Capabilities

ü  Roadmaps

ü  Automation Seminars

ü  What’s New in Control M Lunch & Learns    

ü  Value Realization Support / Coordination

ü Automation Architect

 

Technical

Combining Control M technical knowledge, industry direction, emerging technologies, with business savvy, the CLA is a forward-thinking problem solver.  They will integrate with the business’ strategic things to position control M as the business automation solution.

Viewed as a Control M expert within the customers eco-system driving the creation of and activation of Control M initiatives within the supported Customer.

•        Naturally sought out by all levels of technical experts within the customer environment to leverage their knowledge and understanding of both Control M and the Automation market.

•        Is a product expert

•        Is capable of performing a Demo on all Control M doors

•        Is capable of performing a Proof of Concept of at least 7 of the doors

•        Understands and can deliver all technical actions surrounding Value Realization

•        Can have a legitimate and thoughtful conversation around the future direction of Automation

•        Is conversant in frequently used Use Cases that customers in their relevant market vertical are most interested in

Deliverables and Capabilities

ü  Lunch and Learns

ü  Demo Capable on All Doors

ü  PoV Capable on 7 Doors

ü  Value Aware

 

Sales

Provides deep account intelligence that provides the strong likelihood of creating off cycle New Bookings opportunities and the likelihood of pull forwards as required.

Has a deep understanding of the account plan for each supported customer and contributes to the strategic roadmap,  sales target and recruiting of executive sponsors

•        Understands VBS and helps the Sales organization with collateral

•        Adept communicator at all levels of the customer eco system developing several champion candidates versus 1 or 2

•        Comfortably switches between business and technical presentations

•        Has a deep understanding of competitive landscape for installed Workload Automation solutions

•        Conducts extensive whitespace exercise mapping all door opportunities within account

•        Helps create and maintain the SAAP for the account

•       Understands the direct correlation between technical deployment targets and ELO step agreements

Deliverables and Capabilities

ü  Detailed Control M White Space Matrix

ü  Helping keep SAAP Current

ü  Builds / maintains list of Control M Technical Champions

ü  Creates / maintains competitive matrix within account

 

 

Presales

Provides day to day technical presales capabilities to the account on non-opportunity based off-cycle activities.  Coordinates closely the activities of SE’s, VE’s, Architects on Control M activities that are opportunity based.

 

Has command of the Presales process and actively contributes to and drives the appropriate content creation and Value Realization within the account

•        Champions all EE activities within the account in support of opportunities

•        Drives Value Realization activities at appropriate stages of account lifecycle

•        Driving adoption and consumption to groups within the account that currently do not use Control M through normal Presales activities

•        Participates in on customer strategy sessions and provides Digital Business Automation thought leadership

 

Deliverables and Capabilities

ü  Engagement Excellence (EE) Deliverables

ü  Value Realization Coordination

It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, sexual orientation, veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.