Mainframe Business Specialist Milano

Mainframe Business Specialist
Milano
Lombardia, Milano

Please Note:

**Job Description**:

Mainframe Business Specialist.

This is an influential role focused on opening key opportunities for our largest mainframe customers.

- Lead or participate in a collaborative team environment and demonstrate the ability to work independently with appropriate direction 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.

- Create and implement successful and innovative solution business cases that run, manage and optimize clients' key business processes.

- Assist Sales with renewals by understanding the value of the solutions to the customer's business and understanding how the use of their environment aligns with the license model.

Key Responsibilities

This position must be seen by the customer as bringing tangible value in terms of experience, knowledge, and expertise. This is achieved through a combination of broad real-world experience and IT industry-specific certifications. Overall, this position is responsible for delivering positive, quantifiable results for Broadcom measured across five primary areas:

- Customer Focus: Effectively and compellingly 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 with Broadcom's internal processes, systems, and support structure

- Professional Development: Demonstrate high-level proficiency and skill

- Leadership, Teamwork and Planning: Collaborate with, and effectively run virtual team(s)

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 closely with the account team and the customer or partner to obtain a deep understanding of the customer's technology needs or partner's offerings and architect a solution to meet them.

- Build relationships across customer's or partner's IT silos and offerings to understand, build, document and share our knowledge of their infrastructure, challenges, and potential technical impact of planned projects.

- Understand and act as a valued resource early and often within the customer's decision

- making process (e. g. : during the idea or conceptual stages).

- Execute and/or coordinate complex product integration demonstrations and proofs of concept, customizing the demonstrations as necessary to address the customer's specific needs and environment.

- Maintain a deep technical knowledge of the products developed by the mainframe division of Broadcom.

- Provide technical specifications and requirements documentation as necessary to support the proposed solution.

- Effectively position and present the benefits of Broadcom's solutions and specifically how our solutions will support the client's technical and functional requirements.

- Provide technical leadership and oversight during Trials, Proof-of-Concept (POCs), complex demos, etc. , as warranted.

- Ensure technical requirements required by the proposed solution are clearly communicated to and understood by the client and meet the client's expectations.

- Effectively communicate Broadcom's key competitive differentiators, by solution as defined by Broadcom product groups.

- Foster and build relationships with customers and partners to develop references.

- Strive to constantly improve the quality of all customer interactions.

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 book-of-business.

Broadcom's Internal Business Processes

- Coordinate internal/external resources to effectively pursue opportunities.

- Disseminate feedback to product management gained from client experiences and issues to facilitate product improvements or enhancements.

- Mastery of processes and tools for:

- Proposal Development

- Solution Architecture Overview

- Statement of Work (SOW) Development

- Need-based Sales Methodology

- Contribute constructive feedback for improvement and enhancement of above processes.

- Understand and adhere to compliance requirements and Code of Ethics.

Typical Role Definition

Job-Specific Authority and Scope

- Generally, works without consulting their manager.

- Independent decisions are made daily.

- Examples of typical decisions without manager consultation:

- Development of solution strategies and selection of technical components.

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