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Field Sales Engineer

Expired Job

Broadcom Corporation Austin , TX 78719

Posted 2 months ago

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability or protected veteran status.

Job Description:

Job Title

OEM Field Sales Engineer


Server and Storage Partners

Role Summary

The FSE is expected to operate as a business owner for the OEM partner(s) that he/she manages. This is a revenue-bearing role that includes developing and implementing sales initiatives to meet revenue, market share and growth objectives. In addition, building and enhancing OEM relationships at all levels is expected.

Key Responsibilities

  • Maintain and Grow OEM revenue

  • Own Geo-wide OEM relationships across all levels

  • Ensure Competitive Containment and Attack Plans

  • Drive revenue by Market Segment & align Broadcom - OEM GTM strategies

  • Ensure a high level of sales and technical readiness and vitality amongst the OEM partner

  • Responsible for Partner-related sales operations and budget execution

Job Responsibilities

  • Maintain and Grow OEM Revenue

  • Monitor OEM pipeline and actively engage in closing opportunities

  • Assist in assessing strategic financial support (Deals Desk/Special Bid)

  • Design and implement specific quarterly sell-out initiatives

  • Own OEM relationships across all levels

  • Develop, own and maintain all key OEM relationships

  • Provide ongoing feedback on OEM strategy & organizational changes to OEM partner Leadership & Corporate

  • Team

  • Assist Brocade GM and GSE in OEM planning & execution

  • Ensure regular Quarterly Business Review in GEO

  • Ensure Competitive Containment & Attack Plan

  • Monitor, report and analyze geo pricing levels and market share position

  • Gather competitive information and drive issues using escalation process

  • Design specific counter competitive programs and pricing actions as needed

  • Drive revenue by Market Segment & align Brocade / OEM GTM strategy

  • Plan, design and implement OEM sales and marketing programs at addressing product line per segment

  • Ensure Broadcom coverage model is aligned with OEM GTM model

  • Management of OEM Spiffs / demo product / loaner programs

  • Ensure a high level of sales and technical readiness and vitality amongst the OEM

  • Develop and drive education/enablement programs for OEM sales and presales

  • Work with the OEM training organization to ensure quarterly training, accreditation & certification

  • Partner-related Sales Operations and Finance execution

  • Ensure visibility of OEM Partner POS (sell-through) Reports

  • Provide input during forecasting cycle

  • Manage OEM marketing and sales program budget

  • Own OEM specific deals budget and profitability



  • Excellent business maturity, strong in interpersonal, leadership and communication skills to command the respects of peers and customers

  • Must be a clear, strategic thinker with a strong entrepreneurial mentality and creativity

  • Able to drive the identification of the most important opportunities, develop plans and execute against them. This requires strong organization skills, excellent knowledge of the marketplace, ability to segment key audiences based on data, and the skills to judge effective programs

  • Must be a great team player and team builder and be able to work within the OEM partner team

  • Consultative mind-set, committed to develop organizational talent and encourage proactive and innovative initiatives

  • Appreciate challenges and rewards involved in helping build a sustainable OEM partner business

  • 8-10 years' experience and demonstrated success in storage or networking sales, ideally with or supporting the assigned OEM partner, or other major computer storage or software vendor.

  • Experience in Partner/Alliance Mgt and "C"-level relationship management.

  • Willing and able to perform at every level to meet objectives.

  • Flexibility to travel to all major OEM partner locations.

  • Minimum 4-Year College Degree, preference for Business, Marketing and or Computer Sciences.

If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.

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Field Sales Engineer

Expired Job

Broadcom Corporation