Account Director

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Job Description:

Job Description:Adoption of artificial intelligence, national digital sovereignty, and maintaining cyber resilience in times of uncertainty are paramount to today’s digital-first organization. Broadcom Inc. (NASDAQ: AVGO) is helping customers and partners address these critical business outcomes through a private cloud platform, VMware Cloud Foundation, that is simple to deploy, easy to consume, and lowers cost and risk. VMware Cloud Foundation is a core component of Broadcom’s software strategy. As a Global Systems Integrator (GSI) Technical Account Director, you will drive overall revenue and growth for existing GSI partners and their end customers in Broadcom's Infrastructure Software portfolio focused on VMware. This is a quota-carrying position located in North America.While these are established GSI partnerships, this role requires a self-starter who can build trusted relationships focused on repeat business models. We are looking for someone with deep GSI sales expertise who wants to make a formative impact in a fast-paced, high-growth environment. In this role, you'll help Broadcom by:

• Employing strong interpersonal, phone, and email skills to successfully identify, qualify, and win GSI sales opportunities
• Managing a pipeline of active deals to ensure long term book-of-business sustainability
• Creating and achieving long-term and short-term account-based revenue objectives (i.e. Annual Business Plan, OKRs, etc.)
• Developing and maintaining trusted relationships with senior level decision makers in your assigned accounts
• Effectively communicating Broadcom's ability to address customers' Enterprise Software needs and overall IT business objectives
• Demonstrating proficiency in proposal creation, negotiation, and closing skills
• Exceeding quarterly and annual sales targets

Key Responsibilities

• Establish, access and create positive business relationships with key executives and senior-level decision-makers including the GSI’s Practice Leaders, Bid Teams, Industry Sales and Account Leaders

• Drive awareness of our joint offerings and successes across the GSI’s field sales teams

• Generate joint pipeline with GSIs through account Workshops and field Campaigns

• Assist GSIs through sales cycles to ensure trust is established, synergies identified and sales won

• Assist GSIs on large complex pursuits with differentiation plays and approaches to lower cost, increase speed and improve quality

• Scope, negotiate and close enterprise contracts to exceed bookings and revenue targets

• Collaborate cross-functionally with key internal stakeholders (Field Sales Team, Sales Engineering, Sales Operations, Product Management, and Marketing) to help GSIs sell and drive product adoption

• Maintain accurate and up-to-date regional and segmental go-to-market plans.

• Regular forecasting of business opportunities to Sales and executive leadership

• Responsible for staying well-informed about product roadmap as well as understanding the scenarios for how these are applied to address business and technical problems

Qualifications

• Exceeding sales quota as a GSI Partner Manager on a defined set of GSIs

• Knowledge of complex, multi-party sales cycles, preferred knowledge, and experience in working with GSIs

• You can effectively articulate and present well in front of executive-level and technical stakeholders.

• Must be highly motivated, self-starter, possess a positive-aggressive attitude and have excellent organizational skills.

• Devotion to continual personal sales development, customer service, and follow-up.

• The ability to be flexible and work in a rapidly changing environment is required.

• The ability to work with a variety of internal groups.

Experience/Education:

Bachelor's degree preferred. Relevant year's experience in lieu of a degree may be considered.

12+ years of sales experience with at least 5 years selling enterprise software solutions required

Additional Job Description:

The On Target Earnings (OTE) range for this position is $168,000 - $269,000  

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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