Solutions Architect – Application Networking and Security (ANS)

This role involves providing pre-sales technical leadership for Broadcom's Application Networking and Security (ANS) solutions. The Solutions Architect will lead technical engagements throughout the sales lifecycle, deliver workshops and demonstrations, assess customer environments, and help develop architectures. Key responsibilities also include ensuring successful deployment and adoption of ANS technologies post-sale, tracking consumption, identifying expansion opportunities, and collaborating with VCF, Engineering, and Product Management teams.

Must Have

• Lead the technical engagement throughout the sales lifecycle.
• Deliver technical workshops, solution overviews, demonstrations, and proof-of-concepts.
• Conduct deep assessments of customer environments and plans to align ANS solutions.
• Help customers develop architectures and multi-year roadmaps for ANS technologies, including Avi Load Balancer, vDefend micro-segmentation and advanced threat prevention.
• Act as the technical voice of the customer and provide input to product management and engineering.
• Ensure successful deployment and adoption of ANS technologies post-sale.
• Actively track and encourage consumption of purchased entitlements.
• Help customers realise full value from their ANS investments.
• Identify and nurture expansion opportunities within strategic accounts.
• Coordinate with the VCF (VMware Cloud Foundation) Team on technical validation and architecture alignment.
• Partner with Engineering and Product Management to align customer feedback with the ANS roadmap.
• Support enablement activities for the VCF Team, field sales teams, and partners.
• Expertise in networking, security, and application delivery technologies.
• Strong understanding of VMware’s Application Networking and Security solutions, particularly Avi, NSX, distributed firewall, and advanced threat protection.
• Demonstrated success in influencing customer architectures and driving technical win strategies.

Overview:

Provide pre-sales technical leadership and expertise to support the sales function and drive customer success. You will help articulate the value of Broadcom’s Application Networking and Security (ANS) solutions, support the field organisation in meeting or exceeding sales targets, and play a key role in identifying and developing strategic customer growth opportunities.

You will own the technical closure of deals and work collaboratively across pre-sales, post-sales, and product teams to ensure our customers not only purchase our technologies but also deploy, consume, and gain long-term value from them.

Key Customer Responsibilities :

• Lead the technical engagement throughout the sales lifecycle — from opportunity qualification to deal closure.
• Deliver technical workshops, solution overviews, demonstrations, and proof-of-concepts.
• Conduct deep assessments of customer environments and plans to align ANS solutions with their long-term objectives.
• Help customers develop architectures and multi-year roadmaps for ANS technologies, including Avi Load Balancer, vDefend micro-segmentation and advanced threat prevention
• Act as the technical voice of the customer and provide input to product management and engineering on customer requirements and feature requests.

Driving Consumption and Customer Value:

• Ensure successful deployment and adoption of ANS technologies post-sale, working closely with customer success, technical account managers, and professional services.
• Actively track and encourage consumption of purchased entitlements, identifying blockers to adoption and helping resolve them proactively.
• Help customers realise full value from their ANS investments by guiding deployment strategies that tie directly to business outcomes.
• Identify and nurture expansion opportunities within strategic accounts based on observed usage patterns and future needs.

Cross-Team Collaboration:

• Coordinate with the VCF (VMware Cloud Foundation) Team on technical validation and architecture alignment.
• Partner with Engineering and Product Management to align customer feedback with the ANS roadmap.
• Support enablement activities for the VCF (VMware Cloud Foundation) Team, field sales teams, and partners to effectively position and sell ANS offerings.

Skills & Experience:

• Expertise in networking, security, and application delivery technologies.
• Strong understanding of VMware’s Application Networking and Security solutions, particularly Avi, NSX, distributed firewall, and advanced threat protection.
• Demonstrated success in influencing customer architectures and driving technical win strategies.
• Excellent presentation, communication, and stakeholder engagement skills.

Leadership & Strategic Influence:

• Acts as a trusted advisor and technical leader within strategic accounts.
• Coaches and mentors team members; provides technical escalation support.
• Leads and influences major customer initiatives and contributes to internal process improvement and innovation