Broadcom Corporation Austin , TX 78719
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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.
OEM Field Sales Engineer
Server and Storage Partners
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.
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
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
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.