Senior Customer Portfolio Manager APJ

Broadcom View all jobs

  • Dubai
  • Permanent
  • Full-time
  • 1 month ago
Why will you enjoy this new opportunity?As you join 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. Broadcom software is essential for making the applications and devices your family and friends use every day a reality.As part of the APJ Customer Portfolio Management Team, you will work closely with our APJ and Middle East Teams to drive commercial modelling and commercial value articulation 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 opportunity value proposition including pricing options and related tactical customer-facing recommendations and presentations:
  • Within 30 days of employment, become familiar with Broadcom’s product portfolio and the CPM set of tools. You will shadow one of our experienced CPM’s and work jointly on strategic offers and customer engagements.
  • Within 90 days of employment, you will have the necessary foundation of the CPM guidelines and toolset to start leading the CPM engagement in select opportunities focusing on large Enterprise Licence Agreements (ELA) and consumption-based offerings (SaaS/Subscription).
  • Within 180 days you will be the primary commercial offer advisor for Middle East Management and in the accounts allocated to you and will jointly, with the account team, develop up-sell and cross-sell opportunities, produce and present the financial business case on behalf of Field Sales, champion/coordinate bid specific T&Cs/pricing internally and proactively consider and recommend improvements to large deal eco-systems. You will further support the deal approval process in the Middle East as commercial advisor to the region manager.
  • Within 360 days along with the above, you will co-lead large deal commercial offer discussions and negotiations with our largest and most strategic customers. Further, you will bring your learnings and experience back into the organization and deliver commercial 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:
  • Facilitate the entire Middle East Deal Review and Approval Process as primary interface to Middle East Region Management from APJ Customer Portfolio Management Team
  • 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.
  • Development of Bill of Material (BOM) for pricing.
  • Development of transformative commercial offers transitioning from perpetual to SaaS/subscription-based.
  • 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.
  • Develop up-sell and cross-sell technology and commercial scenarios.
  • Prepare detailed commercial offers, value proposition, and customer material in Powerpoint and present them to our Customers in the Middle East.
  • Develop negotiation strategy with the account team, mapped to mutual deal execution timeline.
  • Engage with Broadcom Business Units and partners to maintain deal strategy & goal alignment. Lead facilitation of teaming agreements on commercials.
  • Engage with our Middle East customer's procurement and support negotiations with the core team and customer.
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 Eric Weber leading the APJ Customer Portfolio Management Team and looking after the team from Singapore. He has held various pricing and commercial positions in the high-tech industry before joining Broadcom. 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 and the middle east, 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 world-class proposals and help our sales teams to close deals.Where is this role located?Dubai – Office Location: The role is focused on supporting our customers in the Middle East from our office, located in Dubai.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, 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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