Mainframe Solution Advisor

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Job Description:

At Broadcom, we are seeking a highly skilled and experienced mainframe Solution Advisor to join our team, specifically focused on our DevOps value stream. As a global leader in technology solutions, we are dedicated to providing our clients with top-notch service and expertise. In this role, you will play a crucial part in driving our mainframe business forward by providing strategic guidance and innovative solutions to our customers. We are looking for someone with a strong background in our DevOps mainframe technology, excellent communication skills, and a passion for helping businesses thrive. If you are a driven and knowledgeable professional with a desire to make a significant impact, we encourage you to apply for this exciting opportunity.

• Develop and implement strategic plans to drive the mainframe business forward

• Provide expert guidance and solutions to clients on mainframe technology

• Stay updated on industry trends and advancements in mainframe technology

• Collaborate with cross-functional teams to identify and address client needs

• Conduct market research to identify potential business opportunities

• Build and maintain strong relationships with clients to ensure exceptional service delivery

• Present solutions and proposals to clients in a clear and professional manner

• Monitor and analyze sales data to track progress and identify areas for improvement

• Train and mentor team members on mainframe technology and business strategies

• Participate in industry events and conferences to represent the company and network with potential clients

• Keep up-to-date with the company's mainframe products and services and provide feedback for improvement.

Job Qualifications

• Extensive knowledge and experience with mainframe systems: a Mainframe Solution Advisor must possess a deep understanding of Mainframe Technologies, including Hardware, Software, and System architecture. This includes experience With Z/Os, IMs, db2, and other Mainframe Operating Systems and databases.

• Strong business acumen: a Solution advisor, must be able to understand and analyze complex business requirements and translate them into effective Mainframe Solutions. This requires a strong understanding of business processes, as well as the ability to communicate effectively with stakeholders at all levels.

• Proven track record in solution design and implementation: The ideal candidate should have a track record of successfully designing and implementing Mainframe Solutions for large organizations. This includes experience with mainframe modernization, integration with other systems, and performance optimization.

• Project Management Skills: a mainframe Solution Advisor must be able to manage complex projects, including coordinating with cross-functional teams, managing timelines and budgets, and ensuring successful delivery of solutions. Project Management certifications, such as PMP, are highly valued for this role.

• Strong communication and interpersonal skills: as a Mainframe Solution Advisor, the ability to effectively communicate with technical and non-technical stakeholders is crucial. This includes presenting complex technical information in a clear and concise manner, as well as building and maintaining relationships with clients and internal teams.

Required Skills

• Business Analysis

• Communication Skills

• Project Management

• Team collaboration

• Client Relationship Management

• Strategic Thinking

• Problem-Solving

• Solution-oriented

• Technical Knowledge

• Industry Knowledge

• Mainframe Expertise

Soft Skills

• Communication

• Conflict Resolution

• Emotional Intelligence

• Leadership

• Time management

• Interpersonal Skills

• Critical thinking

• Teamwork

• Adaptability

• Problem-Solving

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

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.

Business Travel and Physical demands

Business travel of as-much-as 25 or more percent yearly is expected for this position.

Physical demands:

• Office environment. No special physical demands are required.

Education/Work Experience

Bachelors and 12+ years of related experience; at this level a postgraduate degree is typically expected or Masters degree and 10+ years of related experience

Work Experience

Typically, 8 or more years of detailed technical industry related experience – Mainframe & DevOps. Experience working with customers, sales personnel and/or customer services. Experience in related industry disciplines and technologies and related application experience. Experience resolving more complex technical issues and integration of multiple products to create solutions.

Additional Job Description:

Compensation and Benefits

The annual base salary range for this position is $98,100 - $157,000.

This position is also eligible for a discretionary annual bonus in accordance with relevant plan documents, and 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, 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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