Key Responsibilities Drive and measure the impact of relevant sales messaging into the territory and target accounts to drive pipeline. Perceived by the customer as being both customer centric and solutions oriented, bringing tangible value in terms of industry/technical experience, knowledge, and expertise. Provide business insight and technical expertise to the customer. Speak from experience and offer insight on successes and failures relative to the customer's industry and/or objectives that substantiate this role and provides its value. Drive AD/AM's to attain and maintain relationships across the executive ranks of the customer C IT, Business Units, and 'C' level executives. Develop and define business solutions that address customer requirements leveraging the value of CA Technologies solutions. Resolve complex critical business and technical issues affecting the client. Direct leadership of the technical sales component of complex cross portfolio opportunities Become a capable spokesperson on company's technical capabilities. Instrumental in driving adoption of existing owned solutions as well a new solutions. Act as an advisor to management and customers on advanced technical studies. Deliver positive, quantifiable results for Broadcom and its customers which will be measured across two key areas:
Customer Focus Collaborate with the customer's executive management team to advise them of current strategies being executed in large scale customer transformations. Persuasively communicate strategy of how to take a customer through disruptive market conditions, demonstrating knowledge of their industry and competition. Collaborate with account team to appropriately map CA technology to the customers' business drivers utilizing the Broadcoms Sales Process (development of Business DNA's, competitive strategy business and IT initiatives). As the trusted advisor to the account team, provide best practices for client proposals/work product by providing business value alignment and execution roadmaps. Persuasively articulate Broadcoms Enterprise Software technology vision and strategy and communicate it's business value and impact. Collaborate in the preparation and delivery of proofs of concepts, demonstrations, etc according to CA's Best Practices. Set and manage appropriate customer expectations throughout the Adoption and New Opportunity Lifecycle. Establish sustainable relationships with internal / external partners and clients. Demonstrate a working knowledge of product functionality and benefits within identified solution sets. Effectively and persuasively communicate Broadcoms Enterprise Software key competitive differentiators, by solution, as defined by Broadcoms Enterprise Software business units. Demonstrate strong and effective knowledge of Broadcoms Corporate Strategy and Sales Plays; understand client imperatives; provide linkage of needs to imperatives. Effectively position and present the benefits of Broadcoms Enterprise Software solutions and specifically how our solutions will support the client's technical and functional requirement. Showcase the value customers will derive from the use of Broadcoms Enterprise Software solutions. Identify issues at the client and work with the customer success and support to drive these to resolution thereby earning 'trusted advisor' status. Develop relationships with key client personnel to gain knowledge about customer's infrastructure, spend time to understand each silo and discover dependencies between silos. This should include knowledge about the customer's current capabilities and desired state. Develop and maintain awareness of key projects and issues within a client's environment, and document this information within the account plan and communicate this information with the virtual account team.
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 the Broadcom Enterprise Software portfolio Build and maintain relationships with key IT and LOB staff as appropriate. Seek to maximize opportunity by considering the full breadth of technologies that may be required to deliver the full value of an IT deployment. Identify reasonable opportunities where additional professional and education services may be required to address cross-silo issues.
Typical Role Definition
Technical Leadership. Internally recognized as a technical or business contributor. Possesses and applies a comprehensive knowledge of multiple fields of technologies to complete significant and complex assignments. Works on complex technical projects or unique business issues requiring state of the art technical knowledge or where analysis of situations or data requires an evaluation of intangibles. Known in the department/group as the knowledge base of information. May be the in-house expert on specific technologies. May act in a liaison capacity with other organizations. Evaluates progress and results and recommends major changes in procedures to accomplish tasks. Plans and conducts assignments and may lead or direct assignments that are generally larger and more important projects, or works on multiple projects at one time. Well-developed leadership qualities enabling mentoring of others. Often contributes to and assists with the review and evaluation of personnel performance.
Job-Specific Authority and Scope Generally works without consulting their manager. Independent decisions are made daily. Examples of typical decisions without manager consultation:Decide to call in additional resourcesPrioritize account activities and communication to customersProvide expert advice and counsel to account team(s) in account and opportunity planning and advice and guidance to peer groups Typically has no direct reports. Typically has no total staff. Typically has a global geographic focus. Typically, does not manage a budget.
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Associated topics: .net, architecture, back end, devops, matlab, perl, project architect, senior, senior software developer, software engineer lead