Senior Mainframe Solutions Consultant

Job Description:

Job Description - Client Services Consultant - ICB4

Broadcom offers multiple positions in Europe for experience IBM Mainframe System Engineers.

We are looking for candidates with expertise (SME) in one of the following domains:

• IBM Mainframe Storage Management with strong knowledge of CA-Vantage, CA-Disk or IBM DFHSM/DFSMS, CA-1 FS or IBM RMM or BMC Control-T.
• IBM Mainframe expert in AIOPs & Auto Domain , with strong knowledge of IBM WLM, IBM System Automation , Omegamon , CA-Sysview , CA OPS/MVS or CA Netmaster
• IBM Mainframe Workload Manager and Performance Management, with strong knowledge of Broadcom Workload Solutions, Tivoli Workload Solutions and BMC Control-M solutions

Candidates must speak a European Language and have the expected Education Degree (Bachelor diploma at least).

This position must be seen by Broadcom 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.

The candidate will be responsible of Broadcom Software Adoption using techniques as Presentation, Demonstration, Installation, Configuration, Deployment and Proof of Concept.

Key Responsibilities

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 quotas and 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 sales team in technically qualifying solutions, specifically Broadcom MAINFRAME 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 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 business unit.
• 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.
• Foster and build relationships with customers and partners to develop references.
• Strive to constantly improve the quality of all customer interactions.

Financial Target

• 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 business units 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
• Enterprise Management tools and accelerators (Profilers, Maturity Modeler, and Blueprints)
• Contribute constructive feedback for improvement and enhancement of above processes.
• Assist in the Partner Enablement process (partner selection, technical training and opportunity engagement).
• Marshal appropriate CA resources to effectively execute p