Mainframe Business Specialist

Overview
Mainframe Business Specialist (Melbourne, Australia, Remote) – Broadcom
Broadcom Canberra, Australian Capital Territory, Australia
This position is responsible for providing 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 understand their business and IT challenges is critical to the success of this position.
This role is focused on opening key opportunities for Broadcom's largest mainframe customers.
Job Description:This position is responsible for providing Mainframe subject-matter expertise, thought leadership and solution/technical specialization in a way that positions Broadcom competitively and aligns with customer business and IT needs.
It includes building relationships with customers, partners and prospects to understand their challenges.
This is an influential role focused on opening key opportunities for our largest mainframe customers.
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Key Responsibilities
Lead or participate in a collaborative team environment and, when needed, work independently to provide high-quality deliverables and recommendations using relevant best practices.
Identify additional product sales and professional services opportunities, assist in solution and proposal development, respond to customer requests for information, and participate in relevant business capture initiatives.
Assist Sales with renewals by understanding the value of the solutions to the customer's business and alignment with the license model.
English and local language professional competence is a must.
Responsibilities and Performance Areas
This position must be seen by the customer as bringing tangible value in terms of experience, knowledge and expertise.
The role combines broad real-world experience and IT industry certifications and is measured across five primary areas:
Customer Focus:Communicate Broadcom's key capabilities to address customer and partner needs.
Financial Targets:Meet or exceed Broadcom's stated financial targets.
Internal Business Processes:Demonstrate mastery of Broadcom's internal processes, systems, and support structure.
Leadership, Teamwork and Planning:Collaborate with and effectively run virtual teams.
Customer Focus
Assist the Broadcom Account Director, Solution Architect, and/or Partner Account Director in technically qualifying solutions and their benefits to customers and/or partners.
Work with the account team and the customer/partner to understand technology needs and architect a solution to meet them.
Build relationships across customer IT silos to understand and document infrastructure challenges and potential technical impact of projects.
Maintain deep technical knowledge of Broadcom mainframe products.
Provide technical specifications and requirements documentation to support the proposed solution.
Position and present benefits of Broadcom solutions to meet client requirements.
Provide technical leadership during Trials, POCs, and complex demos as warranted.
Ensure technical requirements are clearly communicated and understood by the client.
Communicate Broadcom's competitive differentiators by solution.
Foster relationships to develop references and continuously improve customer interactions.
Financial Targets
Directly assist account teams in achieving financial targets via opportunity planning.
Assist sales in accurately assessing and forecasting opportunities.
Evaluate options to execute opportunities cost-effectively without compromising quality or customer perception.
Ensure long-term stability of the book of business.
Broadcom's Internal Business Processes
Coordinate internal/external resources to pursue opportunities.
Share feedback from client experiences to facilitate product improvements.
Master processes and tools for proposal development, solution architecture overview, and need-based sales methodology; provide constructive feedback for process improvements.
Understand and adhere to compliance and Code of Ethics.
Typical Role Definition
Senior professional with a deep understanding of Mainframes, capable of resolving a wide range of issues creatively with minimal supervision and daily decision-making.
Job-Specific Authority and Scope
Generally works without consulting management; makes independent daily decisions.
Examples include developing solution strategies, selecting technical components, and resolving issues with escalation as needed.
Advises and counsels account teams and sales management on solution approaches.
Business Travel and Physical Demands
Business travel of up to 25% or more annually is expected.
Physical demands: Office environment; no special physical demands.
Education and Experience
Preferred Education:Bachelor's degree or global equivalent in Computer Science or related field.
Work Experience:Typically 12+ years of detailed technical industry-related experience.
Skills & Competencies
Customer Focus: Build relationships and exceed customer expectations with dignity and respect.
Knowledge of Broadcom Mainframe solutions and how to apply them to meet customer needs.
Territory Management: Plan and forecast effectively; balance short-term results with long-term territory viability.
Effective Communication: Deliver persuasive oral and written communication.
Industry Knowledge: Understand industry trends and practices relevant to the role.
Effective Selling: Use a solutions-oriented approach and Broadcom's sales methodology.
Business Acumen and Financial Acumen: Understand business models and financial decisions and their impact.
Professional Development
Engage in ongoing learning to stay current with market, industry, and technology trends.
Maintain applicable industry certifications (ITIL, Six Sigma, CISSP, SNIA, etc.).
Master proposal development and Broadcom's sales tools.
Leadership, Teamwork and Planning
Collaborate with senior management and internal/external partners.
Develop detailed specifications with other technical experts as needed.
Provide feedback to local sales management on opportunity progress and issues.
Apply specialized knowledge to design and implement solutions that address complex requirements.
Navigate Broadcom's internal processes and demonstrate effective time management.
Mainframe Business Specialist – Key Responsibilities
Be the face of mainframe in account and opportunity planning.
Understand customer portfolio of Broadcom and competitive licensed products.
Position competitive replacements and new product offerings.
Document customer activity in the system of record.
Broadcom is proud to be an equal opportunity employer.
We 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.
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Other
Industries: Semiconductor Manufacturing
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