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, Conversion work, 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 effe