Sales Software Solution Architect

Broadcom Corporation San Jose , CA 95111

Posted 1 week ago

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Job Description:

Sales Solution Architect


Job Family


Individual Contributor

Job Overview

The Sales Solution Architect position is responsible for both generating new revenue opportunities and ensuring the health of our customers portfolio. Typical responsibilities include; Landing new solutions, supporting adoption & expansion of current solutions, and documenting the value delivered by those solutions. These activities drive healthy renewals and portfolio expansion opportunities

Key Responsibilities

  • Persuasively communicate strategy of how to take a customer through disruptive market conditions, demonstrating knowledge of their industry and competition.

  • Collaborate with account team to appropriately map CA technology to the customers' business initiatives to achieve the desired outcomes

  • As the trusted advisor to the account team, provide best practices for client proposals/work product by providing business value alignment and execution roadmaps.

  • Persuasively articulate Broadcom's Enterprise Software technology vision and strategy and communicate its business value and impact.

  • Discover, position and competitively differentiate Broadcom software solutions for new and expansion sales.

  • Orchestrate resources and set context for demo's, POC's to assist in new or expansion sales.

  • Understand the current portfolio usage, adoption, and value.

  • Orchestrate resources and strategy to ensure fully adopted solutions and expansion of new use cases and/or new lines of business

  • Demonstrate a working knowledge of product functionality and benefits within identified solution sets.

  • Demonstrate strong and effective knowledge of Broadcom's Corporate Strategy and Sales Plays; understand client imperatives; provide linkage of needs to imperatives.

  • Effectively position and present the benefits of Broadcom's Enterprise Software solutions and specifically how our solutions will support the client's technical and functional requirement.

  • Identify issues at the client and work with the customer success and support to drive these to resolution thereby earning 'trusted advisor' status.

  • Develop relationships with key client personnel to gain knowledge about customer's infrastructure, spend time to understand each silo and discover dependencies between silos. This should include knowledge about the customer's current capabilities and desired state.

  • Develop and maintain awareness of key projects and issues within a client's environment and document this information within the account plan and communicate this information with the virtual account team.

Financial Targets

  • Directly assist account teams in achieving financial targets via the Opportunity Planning

  • Assist sales in accurately assessing and forecasting opportunities.

  • Assist account teams in planning for healthy renewals to achieve 100% of renewal

  • Ensure long-term stability and sustainability of the Broadcom Enterprise Software portfolio to ensure healthy renewals.

  • Seek to maximize opportunity by considering the full breadth of the portfolio to deliver additional value

Business Travel and Physical Demands

Business travel of approximately 40% percent yearly is expected for this position.

Physical demands:

  • Office environment. No special physical demands required.

Preferred Education

Bachelor's degree or global equivalent in Computer Science or a related degree.

Work Experience

Typically, 10 years of IT experience either in architecture, development, operations or security as well as industry-related experience. Expert with the Company's solutions and excellent business knowledge is required to resolve integration and architecture issues; achieving this status level requires superior business acumen and ability to execute with proficiency. A consulting background including client management, problem solving, crisis management, mediation amongst third parties and meeting facilitation is preferred.

Skills & Competencies

  • Proven ability to handle escalated situations and brings challenging technical problems to a satisfactory resolution

  • Ability to interface with customer onsite both at a technical and executive level

  • Demonstrate creative problem solving and decision making to address complicated business problems

  • Understand and assess how IT capabilities can resolve customer challenges and/or meeting goals and objectives

  • Outstanding ability to work in a variety of high-pressure situations producing favorable outcomes

  • Able to effectively communicate the cross-functional value propositions within our aggregate portfolio of solutions

  • Able to understand highly complex technical problems and provide solutions which are highly innovative and ingenious and enable customers to do the same

  • Excellent analytical skills

  • Outstanding and proven customer service skills

  • Able to align and articulate capabilities as they relate to business priorities and goals

  • Outstanding presentation skills

  • Able to align and articulate capabilities as they relate to business priorities and goals

  • Ability to interface with customer onsite at a technical level

  • Outstanding technical knowledge across the industry and awareness of industry future direction and able to identify the implications on customers

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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Sales Software Solution Architect

Broadcom Corporation