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Mainframe Business Specialist Job Overview
This position is responsible to provide MAINFRAME subject-matter expertise, thought leadership and solution/technical specialization, in a manner that best positions Broadcom against our competition. The building of customer, partner and prospect relationships to better understand their business and IT challenges is absolutely critical to the success of this position.
This position is responsible to be an influential role focused on opening key opportunities for the company in the France region.
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)
Assist the Broadcom sales team in technically qualifying solutions, specifically Broadcom MAINFRAME 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 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 business unit.
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.
Foster and build relationships with customers and partners to develop references.
Strive to constantly improve the quality of all customer interactions.
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 business units gained from client experiences and issues to facilitate product improvements or enhancements.
Mastery of processes and tools for:
Solution Architecture Overview
Statement of Work (SOW) Development
Need-based Sales Methodology
Enterprise Management tools and accelerators (Profilers, Maturity Modeler, and Blueprints)
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 CA resources to effectively execute partner-led opportunities.
Understand and adhere to compliance requirements and Code of Ethics.
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, programming languages 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. May assist more junior staff members with aspects of their job. Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. May play a role in high-level projects that have an impact on the company’s future direction.
Job-Specific Authority and Scope
Generally works without consulting their manager.
Independent decisions are made daily.
Examples of typical decisions without manager consultation:
Development of solution strategies and selection of technical components.
Resolution of daily issues as the arise and escalation of larger issues
Advise and counsel to account teams and sales management regarding solution approaches.
Typically has no direct reports.
Typically has no total staff.
Typically has a geographic focus of Area (multi-country or multi-state).
Typically does not manage a budget.
Business Travel and Physical Demands
Business travel of approximately 50 or more percent yearly is expected for this position.
Office environment. No special physical demands required.
Bachelor's degree or global equivalent in Computer Science or a related degree.
Typically 10 or more years of detailed MAINFRAME technical industry related experience. Experience working with customers, sales personnel and/or customer services. Experience in the related industry disciplines and technologies and related application experience
Experience resolving more complex technical issues and integration of multiple products to create solutions.
Must speak fluent English
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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