Solutions Architect, FSS CPM
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Job Description:
Solutions Architect – FSS CPM Team, APJ
Why will you enjoy this new opportunity?
As you join VMware by Broadcom, you will help grow a company that makes meaningful and significant technology solutions and is committed to being a "force for good" in technology. Our mission is to become the trusted foundation for accelerating innovation in an unpredictable world. VMware by Broadcom software is essential for making the applications and devices your family and friends use every day a reality.
As part of the FSS CPM Team, you will work closely with our APJ Teams to drive commercial modelling and quotes development in addition to working with our biggest and most strategic customers in APJ to help them with their digital transformation and generate incredible value for their business and communities. If you are passionate about virtualization, SaaS/subscription-based offerings, enjoy getting hands-on to drive the strategic and analytical shaping of commercial offers, and enjoy working closely with geographically and culturally diverse customers to articulate the commercial value, negotiate and close transformational deals, then you will feel right at home in our team.
Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?
You will be the primary advisor for strategic and corporate opportunity value proposition including pricing options and related tactical customer facing quotes and presentations:
- Within 30 days of employment, become familiar with Broadcom’s product and services portfolio and the set of tools. You will shadow one of our experienced FSS Solution Architect’s and work jointly on quotes and customer engagements.
- Within 90 days of employment, you will have the necessary foundation of the guidelines and toolset. You will further engage in select opportunities focusing on services and renewal quotes.
- Within 180 days you will be the primary advisor in the accounts allocated to you and will jointly, with the account team, develop up-sell and cross-sell opportunities, produce and present customer facing quotes for Field Sales, and proactively consider and recommend improvements to complex deal eco-systems.
- Within 360 days along with the above, you will co-engage with the team and field sales on large and complex deals with our largest and most strategic customers. Further, you will bring your learnings and experience back into the organization and deliver workshops and training for in-region sales representatives.
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Your regular activities may be modified to suit your professional strengths, but you can expect a variety of the following assignments:
- Engaging various commercial tools and analytic suites for the use by the entire APJ team utilizing MS Excel, Google Sheets and various Dashboard tools and databases.
- Preparation of various commercial analyses in Excel including but not limited to spend history & installed base (IB) analysis, Business as Usual (BAU) analysis, and customer contract analysis.
- Detailed pricing strategy development, modeling, and what-if analysis to align customer requirements with Broadcom's vision.
- Provide advice on contract structure, T&Cs and deal approval, escalation, timelines, and rules.
- Prepare and generate quotes on the CPQ tool and present them to our APJ field Sales.
What is the leadership like for this role? What is the structure and culture of the team like?
The Hiring Manager for this role is Bharath Santhanam leading the FSS CPM Team and looking after the team from Bangalore, India. He believes that leadership is not defined by title and encourages his team to be leaders and live the values they all bring to the team while being creative to tackle and solve problems together.
The team is distributed across and works from different parts of APJ, closely collocated with our customer and account teams. Regardless of the wide geographical coverage, the team places a high focus on collaborative work and best practice sharing to bring the best from the team's diverse background and regional engagements together to help shape the quotes and help our sales teams to close deals.
Where is this role located?
Tokyo, Japan: The role is focused on supporting our APJ customers from our office, located in Tokyo, Japan.
What are the benefits and perks of working at Broadcom?
Broadcom provides competitive benefits to our employees across the globe. Our benefits programs vary by country and region, subject to local laws and customs. In most jurisdictions Broadcom offers comprehensive medical, dental and vision plans, as well as employee assistance programs, retirement benefits, education assistance programs, company paid holidays, paid sick leave and vacation/flexible time off.
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.
If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.
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