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The Customer Portfolio Manager position is an integral part of the Sales team. This individual will be responsible for maintaining and growing the run rate of Broadcom Software Group’s renewal and new business in the assigned territory.  The Customer Portfolio Manager role is a quota-carrying position, requiring a balance of strategic thought leadership and operational excellence. This position is open to candidates within the United States / Canada.

Key Responsibilities

Own and coordinate sales cycles in collaboration with the Account Directors and the extended sales team to increase run rate in renewal and growth transactions.

Structure high-value compliant contracts and accelerate deal closures.

Negotiate deals with complex terms, conditions, price pressures, and other commercial, legal and technology considerations.

Obtain the necessary approvals across the business before making commitments to customers balancing the  interests of both Broadcom Software Group and the customer. 

Maintain and provide accurate pipeline forecasts and business health checks to area sales management and Customer Portfolio Management leadership. 

Attain quota and meet Broadcom Software Group's stated annual and quarterly financial objectives for assigned territory. 

Build customer proposals showcasing the value of Broadcom technologies and relevant financial and contractual terms.

Maintain and expand your sales, product, territory, industry, market and competitive landscape knowledge. 

Maintain the highest level of customer satisfaction within the accounts in your territory by identifying mutually beneficial solutions.

Skills and Qualifications

Experienced with software portfolio management qualifications.

Exemplifies a “hands-on” approach to complex situations or escalations through collaboration and creative problem solving.   

Complete understanding and wide application of sales principles, theories, and concepts. 

General knowledge of other related disciplines (e.g., legal, accounting, revenue, operations). 

Strong competence with the various tools and procedures to accomplish the job. 

Highly autonomous (i.e., works with minimal supervision) conferring with a supervisor on non-standard matters.

Empowered to make decisions and take action independently.

Ability to multitask in addition to ongoing deal transactions, provide support and lead projects which are broad in nature and need ingenuity and originality to solve. 

Contributes to moderately and significantly complex aspects of a project.

Support junior team members with aspects of their job. 

Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. 

Support high-level team wide projects that have an impact on the company’s future direction.

Job-Specific Authority and Scope

Generally works without consulting their manager. Independent decisions are made daily. Examples of typical decisions without manager consultation: Decision on appropriate sales/support team and efforts required to prepare for negotiation Development of data and strategy to maximize total value of Renewal and Growth transaction for Broadcom Software Group. 

Decision on appropriate sales and support team members to successfully complete transactions within the required time frame. 

Will assist the manager in deal approvals and review.

Business Travel and Physical Demands

Business travel of <10% percent yearly is expected for this position. Physical demands: No special physical demands required.

Education/Experience

Bachelor's degree preferred. Relevant years experience in global equivalent in an IT, business or sales related field in lieu of degree may be considered.

8+ years of Sales experience, including 2 - 4 years Customer Portfolio Management experience required

Skills and Competencies

Ability to understand and present Broadcom Software Group’s vision, strategy and organization. 

Excellent knowledge of Broadcom Software Group’s sales methodology, pricing, licensing and booking process. 

Proven ability to prove, understand and communicate the business value and/or ROI of existing and proposed contracts and products to the customer. 

Excellent selling, positioning and negotiation skills.

 Effective communication, teamwork and interpersonal skills, including the ability to collaborate with other Portfolio Managers in the team and to assemble, direct and motivate virtual account team-members. 

Understanding both business and people, including their drivers and success factors. 

Ability to synthesize historical data, create and execute a collaborative strategy for each account/renewal. 

Time Management, including managing and prioritizing multiple concurrent transactions. 

Professional appearance and presentation required.

Additional Job Description:

Compensation and Benefits

The On Target Earnings (OTE) range for this position is $148,000 - $236,000  

OTE includes Sales Incentive Commission in accordance with relevant plan documents. This position is also eligible for 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, 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.

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