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Job Description:
This position is responsible for providing Mainframe subject-matter expertise, thought leadership and solution/technical specialization, in a manner that best positions Broadcom against our competition. The building of customer, partner, and prospect relationships to better understand their business and IT challenges is critical to the success of this position. #Broadcomsoftware
This is an influential role focused on opening key opportunities for our largest mainframe customers.
- Lead or participate in a collaborative team environment and demonstrate the ability to work independently with appropriate direction to provide high-quality deliverables and recommendations using relevant best practices.
- Identify additional product sales and professional services opportunities, assist in solution and proposal development, respond to customer requests for information, and participate in relevant business capture initiatives.
- Assist Sales with renewals by understanding the value of the solutions to the customer’s business and understanding how the use of their environment aligns with the license model.
- English and local language Professional competence is a must.
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 Broadcom measured across five primary areas:
- Customer Focus: Effectively and compellingly communicate Broadcom's key capabilities to address customer and partner needs
- Financial Targets: Meet or exceed Broadcom's stated financial targets
- Internal Business Processes: Demonstrate mastery with Broadcom's internal processes, systems, and support structure
- Leadership, Teamwork and Planning: Collaborate with, and effectively run virtual team(s)
Customer Focus
- Assist the Broadcom Account Director, Solution Architect, and/or Partner Account Director 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.
- Maintain a deep technical knowledge of the products developed by the mainframe division of Broadcom.
- Provide technical specifications and requirements documentation as necessary to support the proposed solution.
- Effectively position and present the benefits of Broadcom'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 Broadcom's key competitive differentiators, by solution as defined by Broadcom 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.
Broadcom's Internal Business Processes
- Coordinate internal/external resources to effectively pursue opportunities.
- Disseminate feedback to product management gained from client experiences and issues to facilitate product improvements or enhancements.
- Mastery of processes and tools for:
- Proposal Development
- Solution Architecture Overview
- Need-based Sales Methodology
- Contribute constructive feedback for improvement and enhancement of above processes.
- Understand and adhere to compliance requirements and Code of Ethics.
Typical Role Definition
Sr Professional Staff. A seasoned, experienced professional with a full understanding of Mainframes. Resolves a wide range of issues in creative ways. Complete understanding and wide application of principles, theories, and concepts in the field. General knowledge of other related disciplines. Usually works with minimal supervision, conferring with a supervisor on unusual matters. Requires daily decision-making capabilities and actions that may not be reviewed by superiors. Assignments are broad in nature and need ingenuity and originality to solve.
Job-Specific Authority and Scope
- Generally, works without consulting their manager.
- Independent decisions are made daily.
- Examples of typical decisions without manager consultation:
- Development of solution strategies and selection of technical components.
- Resolution of daily issues as the arise and escalation of larger issues
- Advice and counsel to account teams and sales management regarding solution approaches.
Business Travel and Physical Demands
Business travel of as-much-as 25 or more percent yearly is expected for this position.
Physical demands:
- Office environment. No special physical demands required.
Preferred Education
Bachelor's degree or global equivalent in Computer Science or a related degree.
Work Experience
Typically, 12 or more years of detailed technical industry related experience.
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 Broadcom's Solution Sets: Possess in-depth knowledge and understanding of Broadcom's Mainframe products and range of solution sets, how to identify the best possible solutions to meet customers' business needs and how to appropriately position Broadcom 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 Broadcom'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 enhan