This position is responsible for working with select software reseller partners while representing Broadcom’s interests and ensuring partner success. Duties include providing Mainframe software contract renewal support and solution/technical guidance in a manner that best positions Broadcom’s value to customers. The position will consist of acting as an experienced, trusted resource for partners to rely on guidance in areas including building customer relationships, identifying sales opportunities, providing quotes and assisting with any other client or transaction issues or opportunities that arise. The position will also involve developing deep 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 enabling our partners to open 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 partner 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 Partner 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.
Key Responsibilities
- Single point of entry into Broadcom Mainframe Software Division for partners.
- Assist partners in nurturing Broadcom Mainframe Software retention and growth at assigned accounts.
- Provide SCRT analysis.
- Provide pricing guidance.
- Understand customer’s portfolio of Broadcom and competitive licensed products.
- Position competitive replacements and new product offerings.
- Understand how Broadcom mainframe products add value.
- Document partner and customer activity in the system of record.
Customer Focus
- Assist the partner Account Directors in technically qualifying solutions and their benefits to end users.
- Work closely with the partner to obtain a deep understanding of the customer’s technological needs and architect, or coordinate a team of subject matter experts, a solution to meet them.
- Build relationships across partner’s IT silos and offerings to understand, build, document and share our knowledge of customer’s infrastructure, challenges, and potential technical impact of planned projects.
- Provide guidance to partners as they learn to 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 via partners to develop references.
- Strive to constantly improve the quality of all partner and customer interactions.
Financial Targets
- Directly assist partner sales in meeting or exceeding financial targets.
- Assist partner 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
Understand and adhere to compliance requirements and Code of Ethics.
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.
