Please Note:
**Job Description**:
**Job Description**:
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 quotas and targets
- Internal Business Processes: Demonstrate mastery with Broadcom'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 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.
- 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 and/or coordinate 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 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.
Broadom'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:
o Proposal Development
o Solution Architecture Overview
o Statement of Work (SOW) Development
o Need-based Sales Methodology
- 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 Broadcom resources to effectively execute partner-led opportunities.
- Understand and adhere to compliance requirements and Code of Ethics.
Typical Role Definition
Job-Specific Authority and Scope
- Generally works without consulting their manager.
- Independent decisions are made daily.
- Examples of typical decisions without manager consultation:
o Development of solution strategies and selection of technical components.
o Resolution of daily issues as the arise and escalation of larger issues
o Advise and counsel to account teams and sales management regarding solution approaches.
- Typically has no direct reports.
- Typically has no total staff.
- Typically has a geographic focus of Area (multi-country or multi-state).
- Typically does not manage a budget.
Business Travel and Physical Demands
Business travel of as-much-as 75 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
Skill
