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Job Overview

This position is responsible for quickly and positively impacting enterprise customer's real and perceived value of a relationship with Broadcom. This position understands the technology and business requirements and how to bridge them creating customer value using Broadcom Enterprise Software Solution

Key Responsibilities

• Technical vision: The RTOs are trusted advisors not just for our customers but also for the Sales leaders and sales teams. The RTO must work with the different Business Units and/or Divisions within Broadcom, to understand and support the technical strategy of the company. The RTO will need both technical skill and good business sense to successfully fulfil this responsibility.The primary skills required are Broadcom Identity Management Security(IMS) solution, IT Operations, AIOps, NetOps , etc. VMware Cloud is also preferable.

• Sales support: The RTO supports sales teams (for strategic enterprise customers or strategic opportunities with tactical accounts) to prepare and execute pitches, presentations, demonstrations, POC etc., so the sales meetings are fully aligned with Broadcom's end-to-end vision. Finally, the RTO supports the enablement plans for sales teams to ensure the right alignment and sales development.

• Business development: The RTO has a responsibility to Broadcom business partners, and he or she fulfills that by aiding acquisition efforts and partnership/channel opportunities, building the company's presence and voice, and keeping up on competitive trends, both in the market and among partners.

• Strategic Enterprise customer's responsibility: The RTO provides market expertise to the sales organization while helping build executive relationships with customers. He or she builds confidence in the company's vision, participates in customer meetings, and works diligently to meet end-user needs. For doing that the RTO:

  • Develop trusted and influential relationships with the technical decision-making and decision-influencing customer contacts (including the CIO or RTO) and provide technical perspective and guidance for the customer's business executive level contacts.

  • This is achieved through a combination of broad real-world IT industry experience, domain expertise, and industry recognized certifications.

• Marketing and media: For the public, the RTO provides a face for Broadcom's technical vision. This is done by engaging in speaking opportunities, conferences, media activities, etc. Also, the RTO utilizes social media and online marketing strategies to build a strong online presence. Within Broadcom, the RTO works with the divisions marketing team to develop strategies and plan community-related efforts.

Customer Focus

• Articulate Broadcom's technology vision and strategy and communicate its business value and impact.

• Demonstrate understanding of the customer's industry and their competition.

• Persuasively communicate Broadcom's capabilities and vision for solutions by conducting meetings, whiteboard discussions and presentations

• Collaborate and consult with account team to accurately understand the strategic customer's issues that are the impetus for them to look at Broadcom's solutions.

• Collaborate with account team to appropriately map Broadcom technology to the customers' business drivers.

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

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

• Showcase the value customers will derive from the use of Broadcom's solutions.

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

• Foster customer relationship with a goal of the customer becoming a Broadcom reference account for one or more solutions.

Financial Targets

• Engage with Sales in understanding the customers' buying process (including decision criteria and influence matrix)

• Seek to maximize opportunity by considering the full breadth of technologies that may be required to deliver the full value of an application/infrastructure deployment.

• Directly assist account teams in achieving financial targets via the opportunity planning process.

• The RTO will support Sales with developing and qualifying multisegment/full PLA as well as presenting the value of PLA to targeted customers.

• Meet or exceed Broadcom's stated financial quotas and targets.

Education/Experience required:

• Bachelors degree and 8+ years related work experience.

Additional Job Description:

Compensation and Benefits

The On Target Earnings (OTE) range for this position is $115,200 - $192,000.

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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