Broadcom

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Job Description:

This position is responsible to plan, execute, monitor and manage the Mainframe Technical Consulting team's performance and resource allocation needs within EMEA Region. Work with sales management to ensure the Technical Consulting organization effectively drives and supports the technical validation and adoption of the Broadcom Mainframe products. Ensuring that the mainframe solutions are presented in a way to meet the customer's expectations. This position also has responsibility to work with sales on the services engagement around product adoption so the end customer is achieving Business Value Realization. Ensures the team understands the need and importance of continuous learning, skill acquisition and consistent application. Makes or reviews others selection, disciplinary, termination, and compensation decisions. Makes strategic and tactical business decisions that directly affect the department and affect the organization’s processes. May become involved in elevated issues arising from daily activities. Resolves complex problems that arise in everyday work. Develops and implements policies and procedures for the department to meet broad, but specific goals and objectives of the function; modifies goals in response to organizational changes. Analyzes and challenges current working methods to create improvements in processes and results. Works with senior management in initiating project related work that impacts functional operations.

Key Responsibilities

Overall, this position is responsible for delivering positive, quantifiable results for CA a Broadcom Company and its customers and Partners which will be measured across five primary areas:

• Customer Focus: Oversee optimization of the overall customer or Partner experience across assigned territory
• Financial Targets: Ensure staff meets or exceeds CA a Broadcom Company stated financial quotas and targets
• Internal Business Processes: Demonstrate mastery with CA a Broadcom Company internal processes, systems and support structure
• Professional Development: Demonstrate high-level proficiency and skill
• Leadership, Teamwork and Planning: Collaborate with, mobilize, and effectively run and develop direct and virtual team(s)

Customer Focus

• Direct Technical Consulting staff in acquiring knowledge of customers' businesses, Partner offerings, and competitive landscape and operational processes.
• Ensure thorough resources, planning and time management is in place so that existing opportunities are properly staffed and has scale and skill sets to support sales opportunities.
• Help team members build and maintain relationships with senior executives and decision makers, taking the lead as necessary.
• Build long-term partnerships and trust.
• Prioritize efforts to pursue the most pervasive customer needs that CA a Broadcom Company can successfully address within assigned territory and align the efforts of their Partners in the business accordingly.
• Understand and navigate customer's buying process and the Partner's procurement policies through distribution.
• Support sales teams to measure and communicate value delivered to the customer to ensure strength of relationship.
• Understand CA a Broadcom Company vision, strategy and key customer initiatives (for example: Support Connect, Product
• Advisory Councils and Beta Programs, etc.); support sales teams to ensure that customers and Partners are consistently kept informed.
• Understand and address customer and Partner survey results/trending and respond to changing customer needs.
• Support sales teams by participation in customer and Partner meetings as needed.

Financial Targets

• Ensure the team meets or exceeds the team's stated financial targets.
• Create, maintain and manage to plans to meet or exceed financial targets.
• Direct, measure and accurately predict financial outcomes.
• Direct territory-wide opportunities and transactions to ensure balance, long-term stability and sustainability of book-of-business.
• Analyze financial and performance metrics to plan for optimum performance efficiency and financial return.

Internal Business Processes

• Demonstrate mastery of CA a Broadcom Company approved methods and processes for:
• Territory Planning
• Partner Enablement Planning
• Account Planning
• Opportunity Planning
• Forecasting
• Lead to Quote
• Quarterly Business Reviews
• Performance Management
• Need-based Sales Methodology
• Review and Approval Processes
• Ensure adherence to, and be regarded as an exemplary role model for CA a Broadcom Company Core Values, Code of Conduct,
• Ethics and compliance requirements.
• Explain and consistently enforce directives from senior management.
• Ensure staff understands corporate policies and procedures.
• Ensure that proper security measures are applied and followed at all times.
• Enforce corporate policy with respect to equal employment opportunity, non-discrimination and other related policies.

Professional Development

• Demonstrate on-going personal and professional development mastery with respect to the following capabilities:
• Provide team leadership, coaching and mentoring to staff
• Comfort-level around senior management
• Articulate business cases / proposals to senior management (internal / external)
• Proposal development, negotiation, closing and booking business
• Complete leadership class or online training per quarter
• Business and industry acumen
• Problem solving skills and agility
• Competitor awareness
• Consultative 'questioning' and active listening
• Oral and written communications and presentation skills
• Business planning
• Financial analysis
• Time management
• Hiring, succession planning and corrective action
• Employee relations rules and regulations

Leadership, Teamwork & Planning

• Demonstrate mastery in team building and conflict management.
• Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize direct and virtual team effectiveness.
• Demonstrate mastery in navigating CA a Broadcom Company internal processes and systems, and supporting roles.
• Provide team building, coaching and mentoring to staff.
• Demonstrate effective time management.
• Demonstrated ability to effectively prioritize tasks.
• Demonstrate effective partnering with CA a Broadcom Company internal and external Partners.
• Work with employees to create personalized development plans through regular one-on-one reviews of skills and personal career goals; follow up to ensure that employees execute on their plans in a timely fashion.
• Use reviews to identify possible successors, and provide them opportunities to broaden their experience and enhance their skills.
• Consistently reinforce the importance of CA a Broadcom Company Core Values.
• Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed.
• Ensure that the team receives regular training on CA a Broadcom Company products, services and other initiatives, as well as skills training (such as account planning, better forecasting, listening and positioning skills, etc.), as appropriate.
• Hold regular team meetings and one-on-one meetings, to ensure the team is on track to meet business goals, provide consistent mentoring and coaching.
• Ensure appropriately qualified and/or experienced personnel are recruited, provided a complete orientation to CA a Broadcom Company organization, policies and procedures, systems and strategy, (including administrative staff), formally introduced to all internal and customer contacts, and trained according to their individual needs.

Key Competencies include:

• Customer Focus: Act in ways that demonstrate customer and Partner 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 CA a Broadcom Company Mainframe Solution Sets: Know and understand CA a Broadcom Company products and range of solution sets, how to identify the best possible solutions to meet customers' and Partner's business needs and how to appropriately position CA a Broadcom Company mainframe solutions with customers and Partners.
• Territory Management: Direct 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: Ensure staff utilizes solutions-oriented, systematic approach to selling, leveraging mastery of sales best practices and CA a Broadcom Company 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 financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success.

Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, gender identity, 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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