Solutions Architect Federal

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Job Description:

Job Summary

The Solution Architect position is responsible for both generating new revenue opportunities and ensuring the health of existing customer investments. The Solution Architect qualifies and leads new solutions sales while driving adoption & expansion of current solutions. This includes ongoing quantification of business impact and overall value we provide. These activities drive healthy renewals and portfolio expansion opportunities. The Sr. Solution Architect is also a thought leader and technical mentor for the local sales, product and services teams.

Job Description

Key Responsibilities

·        Drive and measure the impact of relevant sales messaging into the territory and target accounts to drive pipeline.

·        Perceived by the customer as being both customer centric and solutions oriented, bringing tangible value in terms of industry/technical experience, knowledge, and expertise.

·        Provide business insight and technical expertise to the customer.

·        Speak from experience and offer insight on successes and failures relative to the customer's industry and/or objectives that substantiate this role and provides its value.

·        Drive AD/AM's to attain and maintain relationships across the executive ranks of the customer ¨C IT, Business Units, and 'C' level executives.

·        Develop and define business solutions that address customer requirements leveraging the value of CA Technologies solutions.

·        Resolve complex critical business and technical issues affecting the client.

·        Direct leadership of the technical sales component of complex cross portfolio opportunities

·        Become a capable spokesperson on company's technical capabilities.

·        Instrumental in driving adoption of existing owned solutions as well a new solutions.

·        Act as an advisor to management and customers on advanced technical studies.

·        Deliver positive, quantifiable results for Broadcom and its customers which will be measured across two key areas:

Customer Focus

·        Collaborate with the customer's executive management team to advise them of current strategies being executed in large scale customer transformations.

·        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 drivers utilizing the Broadcom’s Sales Process (development of Business DNA's, competitive strategy business and IT initiatives).

·        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 it's business value and impact.

·        Collaborate in the preparation and delivery of proofs of concepts, demonstrations, etc according to CA's Best Practices.

·        Set and manage appropriate customer expectations throughout the Adoption and New Opportunity Lifecycle.

·        Establish sustainable relationships with internal / external partners and clients.

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

·        Effectively and persuasively communicate Broadcom’s Enterprise Software key competitive differentiators, by solution, as defined by Broadcom’s Enterprise Software business units.

·        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.

·        Showcase the value customers will derive from the use of Broadcom’s Enterprise Software solutions.

·        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 process.

·        Assist sales in accurately assessing and forecasting opportunities.

·        Evaluate alternative options to execute opportunities by the most cost-effective means without negatively impacting deliverable quality or customer's perceptions.

·        Ensure long-term stability and sustainability of the Broadcom Enterprise Software portfolio

·        Build and maintain relationships with key IT and LOB staff as appropriate.

·        Seek to maximize opportunity by considering the full breadth of technologies that may be required to deliver the full value of an IT deployment.

·        Identify reasonable opportunities where additional professional and education services may be required to address cross-silo issues.

Typical Role Definition

Technical Leadership. Internally recognized as a technical or business contributor. Possesses and applies a comprehensive knowledge of multiple fields of technologies to complete significant and complex assignments. Works on complex technical projects or unique business issues requiring state of the art technical knowledge or where analysis of situations or data requires an evaluation of intangibles. Known in the department/group as the ‘knowledge base’ of information. May be the in-house expert on specific technologies. May act in a liaison capacity with other organizations. Evaluates progress and results and recommends major changes in procedures to accomplish tasks. Plans and conducts assignments and may lead or direct assignments that are generally larger and more important projects or works on multiple projects at one time. Well-developed leadership qualities enabling mentoring of others. Often contributes to and assists with the review and evaluation of personnel performance.

Job-Specific Authority and Scope

·        Generally works without consulting their manager.

·        Independent decisions are made daily.

·        Examples of typical decisions without manager consultation:

o    Decide to call in additional resources

o    Prioritize account activities and communication to customers

o    Provide expert advice and counsel to account team(s) in account and opportunity planning and advice and guidance to peer groups

·        Typically has no direct reports.

·        Typically has no total staff.

·        Typically has a global geographic focus.

·        Typically, does not manage a budget.

Business Travel and Physical Demands

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

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

·        Proven comprehension of solutions and how they are designed to be integrated into the customer environment

·        Extensive troubleshooting skills of solutions and integrations

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

·        Outstanding technical leadership skills

·        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

·        Be a recognized Subject Matter Expert for a particular solution and knowledgeable of integrated solutions

·        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 writing skills

·        Outstanding coaching and mentoring skills

·        Outstanding presentation skills

·        Outstanding and proven customer service 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

Professional Development

Demonstrate on-going personal and professional development mastery with respect to the following capabilities:

·        Leverage formal and informal learning channels to continually enhance knowledge and understanding of current and evolving market, industry, technology and competitive trends.

·        Attain and maintain applicable industry certifications (i.e. ITIL, Six Sigma, CISSP, SNIA, SaFe Certifications etc.).

·        Complete all required Learning Management System courses by required dates.

·        Possess good Proposal/Work Product development skills.

·        Possess understanding of ITs role and impact in supporting the business.

·        Possess strong problem solving, solution expertise, consultative 'questioning' and active listening skills.

·        Possess communication and presentation skills.

·        Possess virtual team leadership and collaboration skills.

·        Possess solution expertise.

·        Possess proficiency with Broadcom’s sales tools (e.g., solution white board, presentations, demonstrations) and resources.

·        Be familiar with more than one product family within a Brand as well as appropriate cross product and brand solutions.

·        Possess vertical business and industry knowledge (e.g.: Financial, Healthcare, MFG, Government).

·        Pursue Leadership Development Program opportunities in the region.

Teamwork, Planning and Enablement

·        Assist with leading bi-monthly team meetings.

·        Actively participate in all account planning and account review sessions

·        Collaborate with technical team to deliver a set of complex and/or integrated demonstrations, and where necessary, more complex proofs-of-concepts.

·        Define high-level product / technology specifications for implementation working with the delivery team as necessary.

·        Collaborate with technical experts to develop detailed specifications.

·        Demonstrate outstanding partnering with CA's internal and external partners.

·        Proactively seek and deliver feedback to local sales management with respect to opportunity progress and issues.

·        Communicate with upper management and technical staff.

·        Possess proficiency in teambuilding and conflict management

·        Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize virtual team effectiveness.

·        Demonstrate proficiency in navigating CA's internal processes and systems and supporting roles.

·        Demonstrate effective time management.

·        Provide oversight of existing implementations to mitigate risk and ensure customer satisfaction with the solution delivered.

·        Coordinate participate and lead when appropriate enablement programs within your given region.

Additional Job Description:

Compensation and Benefits

The On Target Earnings (OTE) range for this position is $148,000 - $236,000  

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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