Mainframe Business Specialist

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Job Description:

This position is responsible for providing Mainframe software contract renewal support and solution/technical guidance in a manner that best positions Broadcoms value to customers. The position will consist of building of customer partner and prospect relationships to better understand their business and IT challenges. The position will also involve developing technical knowledge of the mainframe our software and the role of the mainframe in our customers businesses. #Broadcomsoftware

This is an influential role focused on opening key opportunities for our 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.

• Create and implement successful and innovative solution business cases that run manage and optimize clients key business processes.

• Assist Sales with renewals by understanding the value of the solutions to the customers business and understanding how the use of their environment aligns with the license model.

Key Responsibilities

• Single point of entry into Broadcom Mainframe Software Division for assigned accounts.

• Assist in nurturing Broadcom Mainframe Software retention and growth at assigned accounts.

• Provide SCRT analysis

• Provide pricing guidance

• Understand customers portfolio of Broadcom and competitive licensed products.

• Position competitive replacements and new product offerings.

• Understand how Broadcom mainframe products add value.

• Document customer activity in the system of record.

Customer Focus

• Assist the Broadcom Account Director 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 customers technology needs or partners offerings and architect a solution to meet them.

• Build relationships across customers or partners 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 customers 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 customers 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 Broadcoms solutions and specifically how our solutions will support the clients 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 clients expectations.

• Effectively communicate Broadcoms 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 meeting or exceeding 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 customers perceptions.

• Ensure long-term stability and sustainability of book-of-business.

Broadcoms 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

  • Statement of Work (SOW) Development

  • 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

Professional Staff. A 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. Contributes to moderately complex aspects of a project. Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. May play a role in high-level projects that have an impact on the companys 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:

  • 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.

• 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 25 or more percent yearly is expected for this position.

Physical demands:

• Office environment. No special physical demands required.

Preferred Education

Bachelors degree or global equivalent in Computer Science Management Information Systems or a related degree.

Work Experience

Typically 2 or more years of technical industry related experience. Experience working with customers resellers sales personnel and/or customer services. Experience in the related industry disciplines and technologies and related application experience. Experience resolving more complex technical issues and integration of multiple products to create solutions.

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 Broadcoms Solution Sets:Possess in-depth knowledge and understanding of Broadcoms 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 Broadcoms 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 enhance knowledge and understanding of current and evolving market industry technology and competitive trends.

• Attain and/or maintain applicable industry certifications (i.e.: ITIL Six Sigma CISSP SNIA etc.).

• Mastery with proposal development.

• Technical and business acumen.

• Understanding of ITs role and its impact in supporting the business.

• Problem solving solution expertise consultative questioning and active listening skills.

• Communication and presentation skills.

• Virtual team leadership and collaboration.

• Technical solution expertise.

• Mastery with Broadcoms sales tools (e.g. solution whiteboard presentations demonstrations) and resources.

Leadership Teamwork and Planning

• 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 Broadcoms 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 Broadcom methods or recognized equivalent to identified client needs.

• Actively mentor and share lessons learned with peers and colleagues.

• Demonstrate proficiency in team building and conflict management.

• Match appropriate Broadcom methods or recognized equivalent to identified client needs.

• Demonstrate proficiency in navigating Broadcoms internal processes systems and supporting roles.

• Demonstrate effective time management.

Additional Job Description:

Compensation and Benefits

The annual base salary range for this position is $59000- $87000

This position is also eligible for a discretionary annual bonus in accordance with relevant plan documents and equity in accordance with equity plan documents and equity award agreements.

Broadcom offers a competitive and comprehensive benefits package: Medical dental and vision plans 401(K) participation including company matching Employee Stock Purchase Program (ESPP) Employee Assistance Program (EAP) company paid holidays paid sick leave and vacation time. The company follows all applicable laws for Paid Family Leave and other leaves of absence.

Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race color creed religion sex sexual orientation national origin citizenship disability status medical condition pregnancy protected veteran status or any other characteristic protected by federal state or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.

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