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This position is responsible for eliminating the barriers between ideas and outcomes for our customers through the introduction and use of CA Technologies solutions to solve clients business challenges. This will be accomplished by liaising between customers and cross-functional internal teams to ensure the timely and successful delivery and adoption of our solutions. This position must have a thorough understanding of the customers business and the industry in which they compete, their corresponding IT initiatives and offerings, identifying where and how Broadcom can help grow their business. This position is further responsible for developing and maintaining trusted relationships with the C-suite, senior level decision makers, and other key stakeholders.

This position will take leadership role in working closely with sales colleagues and related roles to drive sales opportunities from identification and qualification through closure and renewal by developing and driving an effective and efficient sales and adoption strategy, ensuring the overall health of the entire account(s) which includes growing our footprint and retaining all solution offerings.

Key Responsibilities

This position is responsible for growing Annual Recurring Revenue (ARR) by landing new CA Technologies solutions into accounts and protecting the install base leading to achievement of assigned quota targets on a monthly, quarterly, and annual basis.

This position must be seen by the customer as being both customer centric and results oriented.

Overall, this position is responsible for delivering positive, quantifiable results for our customers by exhibiting:

·        Customer Focus: Manage and optimize the overall customer account experience by driving high-touch engagements with C-level and senior level customers. Leverage extensive network, strong knowledge of business process and advanced sales expertise to create and nurture customer relationships and influence key decisions makers. Generate and land new opportunities and remain engaged post-transaction to ensure implementation and adoption so that customers enter/expand their relationship with Broadcom poised to succeed.

·        Account Management

·        Develops and drives Broadcom’s strategy for aligned Core Accounts and provides timely and accurate sales forecasts and reports to inform managements strategic decision-making. Engages with the renewals team to protect the base and ensure all Broadcom’s renewals are maximized. Collaborates with Pre-sales, Customer Success and internal Partner resources to drive adoption, expansion, and renewals.

·        Effective Selling: Hunt for new opportunities within Core Accounts and pursue leads from internal sources. Identify and drive expansion opportunities in aligned existing enterprise accounts; pursue leads identified by Customer Success team. Generate demand identifying white space and optimizing new product opportunities. Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and sales methodology.

·        Knowledge and Application of Broadcom’s Solution Sets: Strong knowledge and understanding of CA Technologies products and general understanding of Broadcom’s range of solution sets, how to identify the best possible solutions to meet customers' business needs, and how to appropriately position CA Technologies solutions with customers.

·        Industry Knowledge: Strong knowledge of given industry and relevant marketplace; can speak with authority, on industry trends, best practices, competitive practices, regulatory issues, etc.

Typical Role Definition

Sr Professional Staff. A seasoned, experienced professional with a full understanding of area of specialization. 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 used to accomplish the job. Usually works with minimal supervision, conferring with a supervisor on unusual matters. May be assisted by (and at times direct) less senior level employees. Requires daily decision-making capabilities and actions that may not be reviewed by superiors. Assignments are broad in nature and need ingenuity and originality to solve. Contributes to moderately complex aspects of a project.

Job-Specific Authority and Scope

·        Generally works without consulting their manager.

·        Independent decisions are made daily.

·        Examples of typical decisions without manager consultation:

o   Decision to bring in appropriate or additional account team resources and assign issue ownership as needed.

o   Prioritization and sales strategy of prospective solutions based on customer need.

o   Prioritization, planning and direction of customer-related activities.

·        Typically has no direct reports.

·        Typically has no total staff.

·        Typically has a geographic focus United States

·        Typically does not manage a budget.

Business Travel and Physical Demands

Business travel of approximately 30 percent yearly is expected for this position.

Physical demands:

·        Office environment. No special physical demands required.

Preferred Education

Skills & Competencies

·        Offers unique perspectives: Aligns CA Technologies solutions to key customer priorities, reframing the way customers view their business.

·         

·        Drives two-way communication: 

·        Engages the customer by deliberately linking their business priorities to Broadcoms value proposition. Develops strong relationships with key influencers and decision makers.

·        Incorporates Economic Drivers: Has deep knowledge of customers business, current macro and microeconomic trends, industry trends, and potential new business ventures

·        Establishes value before ROI/financial terms: Qualifies and quantifies the impact of maintaining the status quo or pursuing competitors solutions. Proficient at uncovering key business issues and providing insightful, actionable recommendations for improvement

·        Drives Momentum: Proactively advances the purchase decision without rushing the customer.

Education/Experience

Bachelor's degree or global equivalent in a related field or equivalent training in business or account management preferred. Relevant year's experience in lieu of a degree may be considered.

12+ years related experience required (7 of those years typically with a proven track record of success in managing and growing large-company accounts)

Additional Job Description:

Compensation and Benefits

The On Target Earnings (OTE) range for this position is $168,000 - $269,000  

OTE includes Sales Incentive Commission in accordance with relevant plan documents. This position is also eligible for equity in accordance with equity plan documents and equity award agreements.  

Broadcom offers a competitive and comprehensive benefits package:  Medical, dental and vision plans, 401(K) participation including company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company paid holidays, paid sick leave and vacation time. The company follows all applicable laws for Paid Family Leave and other leaves of absence.

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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