Enterprise Account Director

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Job Description:

Overview of Position

Adoption of artificial intelligence, national digital sovereignty, and maintaining cyber resilience in times of uncertainty are paramount to today’s digital-first organization. Broadcom Inc. (NASDAQ: AVGO) is helping customers address these critical business outcomes through a private cloud platform, VMware Cloud Foundation, that is simple to deploy, easy to consume, and lowers cost and risk. VMware Cloud Foundation is a core component of Broadcom’s software strategy. As an Account Director, you will drive overall revenue and growth for existing customers in Broadcom's Infrastructure Software portfolio (i.e. VMware, CA Technologies). This is a quota-carrying position located in Oregon or Washington.

In this role, you'll help Broadcom by:

• Employing strong interpersonal, phone, and email skills to successfully identify, qualify, and win sales opportunities

• Managing a pipeline of active deals to ensure long term book-of-business sustainability

• Creating and achieving long-term and short-term account-based revenue objectives (i.e. Annual Business Plan, OKRs, etc.)

• Developing and maintaining trusted relationships with senior level decision makers in your assigned accounts

• Effectively communicating Broadcom's ability to address customers' Enterprise Software needs and overall IT business objectives

• Demonstrating proficiency in proposal creation, negotiation, and closing skills

• Exceeding quarterly and annual sales targets

This position must be seen by the customer as growing our partnership in terms of relationships, product knowledge, and value creation. As an Account Director, you’ll be responsible for ensuring adoption, renewals, up-selling and cross-selling to current customers in a defined named account territory, including:

• Applying your knowledge of the enterprise software industry to educate prospective and current customers on the business value of Broadcom Software’s offering.

• Scope, negotiate, and close contracts to exceed all bookings and revenue targets.

• Drive account sales strategy and establish communication cadence with the extended account resources to ensure full engagement and accountability

• Establish access and create positive business relationships with key executives and senior-level decision makers.

• Learn and understand the assigned customers’ business model and match the VMware solution to the business needs and technical requirements

• Collaborate cross-functionally with key internal stakeholders (Core Sales Team, Solution Engineering, Sales Operations, & Marketing) to drive product adoption in target accounts.

• Maintain accurate and up-to-date account plans.

• Regular forecasting of business opportunities to sales and executive leadership.

• Responsible for staying well-informed about product roadmaps as well as understanding the scenarios, features, and functions within each of the products and how these are applied to address business and technical problems.

Requirements:

• 12+ years of sales experience in software sales with at least 5 years selling enterprise software.

• Bachelor's degree preferred or relevant years of experience in lieu of a degree.

• Have consistently achieved your past quotas.

• Be able to demonstrate that you effectively articulate and present well in front of technical and executive-level stakeholders.

• Be a highly motivated self-starter, possess a positive attitude, and have excellent organizational skills.

• Have a devotion to continual personal sales development, customer service, and follow-up.

• Be flexible and work in a rapidly changing environment.

• Demonstrate the critical ability to work with and navigate through a variety of internal groups.

Required Skills

• At least 12 years' experience in a customer-facing B2B role, or equivalent level of education and experience

• Prior experience in meeting/exceeding sales quota

• Strong understanding of a value-based sales approach

• Significant experience in managing a pipel