Mainframe Business Specialist

Job Description:

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

• 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

Works in conjunction with internal and external team members to coordinate sales strategy and contract execution on a daily basis. Works on problems of moderate scope where analysis of situations or data requires a review of a variety of factors. Exercises judgment within defined procedures and practices to determine appropriate action. Is able to Is an effective communicator who can build productive internal and external working relationships. Has mastered most of the basic job duties and demonstrates an ability to quickly adopt and understand various tools, policies and procedures. Applicant will be required to develop a full understanding of the mainframe, its role in the data center, mainframe licensing and telemetry, and software and services that run on the platform.

Job-Specific Authority and Scope

• Is a team player who will maximize absorbing and implementing information and skills from co-workers.
• Frequently directed in several aspects of their work. However, more straightforward tasks are accomplished without assistance with independent decision making increasing with experience.
• Keeps in close contact with mentors and manager.
• Remote work will require a structured schedule and for a period of time, productivity monitoring.
• Typically has no direct reports.
• Typically has no total staff.
• Typically has a geographic focus of Area (multi-country).
• Typically does not manage a budget.

Business Travel and Physical Demands

Business travel of as-much-as 10 or more percent yearly is expected for this position.

Physical demands: None

Preferred Education

Bachelor's 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 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:

• Partner and Customer Focus: Act in ways that demonstrate partner and customer focus and satisfaction by building effective relationships with both.
• Identifying, meeting and exceeding partner and customer expectations, while treating both 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 work with partners 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; know 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 IT's 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 Broadcom’s 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 Broadcom's 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 Broadcom's internal processes, systems, and supporting roles.
• Demonstrate effective time management.