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Job Description:
Job Summary
The Regional Technology Officer (RTO) position is responsible for both generating new revenue opportunities and ensuring the health of existing customer investments. The RTO qualifies and leads new solutions sales while driving adoption & amp; 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. RTO 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& 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 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 & 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 & 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 & 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, according to CA 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 & 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 & infrastructure, spend time to understand each silo and discover dependencies between silos. This should include knowledge about the customer & current capabilities and desired state.
Develop and maintain awareness of key projects and issues within a client & 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 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.
Education/Experience
Bachelor's degree or global equivalent in Computer Science and Minimum 12 years of IT experience either in architecture, development, operations or security as well as industry-related experience or a related degree. Or a Master’s degree (preferred) and minimum 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 and 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.
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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