Client Services Consultant - Mainframe AIOps

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Job Description:

Key Responsibilities

This position must be seen by the customer as bringing tangible value in terms of experience, knowledge and expertise. This is achieved through a combination of broad real-world experience and IT industry-specific certifications. Overall, this position is responsible for delivering positive, quantifiable results for Broadcom measured across five primary areas:

Customer Focus: Effectively and compellingly communicate Broadcom's key capabilities to address customer and partner needs

Financial Targets: Meet or exceed Broadcom's stated financial quotas and targets

Internal Business Processes: Demonstrate mastery with Broadcom's internal processes, systems and support structure

Professional Development: Demonstrate high-level proficiency and skill

Leadership, Teamwork and Planning: Collaborate with, and effectively run virtual team(s)

Customer Focus

Assist the Broadcom Account Director, Solution Architect, and/or Partner Account Director in technically qualifying solutions and their benefits to customers and/or partners.

Work closely with the account team and the customer or partner to obtain a deep understanding of the customer's technology needs or partner's offerings and architect a solution to meet them.

Build relationships across customer's or partner's IT silos and offerings to understand, build, document and share our knowledge of their infrastructure, challenges and potential technical impact of planned projects.

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 and partners to develop references.

Strive to constantly improve the quality of all customer interactions.

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 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.

Assist in the Partner Enablement process (partner selection, technical training and opportunity engagement).

Marshal appropriate Broadcom resources to effectively execute partner-led opportunities.

Understand and adhere to compliance requirements and Code of Ethics.

Typical Role Definition

Professional Staff. an experienced professional with an understanding area of specialization in Value streams to include Automation and Data Management. Resolves a wide range of issues in creative ways. Complete understanding and wide application of principles, theories, and concepts in the field. General knowledge of other related disciplines. Strong competence with the various tools, procedures, programming languages used to accomplish the job. Usually works with minimal supervision, conferring with a supervisor on unusual matters. May be