Regional Sales Expert for Mainframe Solutions
hace 2 días
Arrow Electronics
About Us: Arrow Electronics is a global technology provider that brings innovative solutions to the market, enabling businesses to solve complex challenges. We deliver value-added distribution, business consulting, and channel enablement services to leading technology manufacturers and their partners.
Job Overview: As a Regional Sales Manager for Mainframe Solutions, you will play a crucial role in providing subject-matter expertise and thought leadership to position Broadcom competitively in the market. This influential position focuses on opening key opportunities for our largest mainframe customers by building strong relationships and understanding their business and IT challenges.
Key Responsibilities:
- Tech Qualification:** Assist sales teams in technically qualifying solutions and their benefits to customers and/or partners.
- Customer Needs Analysis:** Work closely with account teams to understand customer needs and architect solutions that meet them.
- Relationship Building:** Build relationships across customers' IT silos to understand their infrastructure, challenges, and the potential technical impact of planned projects.
- Technical Knowledge:** Maintain deep technical knowledge of Broadcom's mainframe products and provide technical specifications and requirements documentation.
- Solution Presentation:** Effectively present and position the benefits of Broadcom's solutions to support clients' technical and functional requirements.
- Project Leadership:** Provide technical leadership and oversight during trials, proof-of-concepts (POCs), and complex demos.
- Communication:** Clearly communicate technical requirements and ensure they meet client expectations.
- Relationship Development:** Foster and build relationships with customers and partners to develop references.
- Financial Targets:** Assist account teams in achieving financial targets through the opportunity planning process.
- Opportunity Assessment:** Help sales teams accurately assess and forecast opportunities.
- Cost-Effective Options:** Evaluate cost-effective options for executing opportunities without compromising deliverable quality or customer perceptions.
- Long-Term Stability:** Ensure long-term stability and sustainability of the book-of-business.
- Resource Coordination:** Coordinate internal and external resources to effectively pursue opportunities.
- Product Improvement:** Provide feedback to product management based on client experiences to facilitate product improvements.
- Process Mastery:** Master internal processes and tools for proposal development, solution architecture, and need-based sales methodology.
- Continuous Improvement:** Contribute to the continuous improvement of these processes.
- Team Collaboration:** Collaborate with virtual teams and effectively lead them.
- Independence:** Work independently with minimal supervision to deliver high-quality recommendations using relevant best practices.
- Mentorship:** Mentor and share lessons learned with peers and colleagues.
Estimated Salary:** $120,000 - $180,000 per year, depending on location and experience.
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