Mainframe Business Specialist

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Job Description:

This position is responsible for providing Mainframe software contract renewal support and solution/technical guidance in a manner that best positions Broadcom’s value to customers. The position will consist of building of customer, partner, and prospect relationships to better understand their business and IT challenges. The position will also involve developing technical knowledge of the mainframe, our software, and the role of the mainframe in our customers’ businesses.

This is an influential role focused on opening key opportunities for our mainframe customers.

• Lead or participate in a collaborative team environment and demonstrate the ability to work independently with appropriate direction to provide high-quality deliverables and recommendations using relevant best practices.
• Identify additional product sales and professional services opportunities, assist in solution and proposal development, respond to customer requests for information, and participate in relevant business capture initiatives.
• Create and implement successful and innovative solution business cases that run, manage and optimize clients’ key business processes.
• Assist Sales with renewals by understanding the value of the solutions to the customer’s business and understanding how the use of their environment aligns with the license model.

Key Responsibilities

• Single point of entry into Broadcom Mainframe Software Division for assigned accounts.
• Assist in nurturing Broadcom Mainframe Software retention and growth at assigned accounts.
• Provide SCRT analysis
• Provide pricing guidance
• Understand customer’s portfolio of Broadcom and competitive licensed products.
• Position competitive replacements and new product offerings.
• Understand how Broadcom mainframe products add value.
• Document customer activity in the system of record.

Customer Focus

• Assist the Broadcom Account Director 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 meeting or exceeding 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 sustainabi