Field Commerce Executive; APJ

Role Context

Broadcom Software Group is seeking a senior leader to join its APJ Field Commerce Team.

Broadcom Software Group is seeking a senior leader to join its APJ Field Commerce Team.

The FCE team is responsible for shaping some of the largest and most complex deals in the industry, to help drive successful digital transformation for our customers. We are now extending our small and successful FCE team to provide increased coverage in the APJ region.

The purpose of the FCE role is to help drive the success of Broadcom’s biggest pursuits by convincing customers to invest more strategically in our software portfolio. The FCE role is particularly focused on:

• Elevating our CXO-level customer conversations & relationships, by building credibility and drawing on real life experience, to position the value of our software solutions in context of the customer’s strategy.
• Articulating the business case and financial value of our solutions & proposals.
• Leading and creatively shaping commercial strategies for our largest pursuits.
• Leading large and complex negotiations with customers.

The FCE operates in the field, working closely with Account Directors and other specialist sales teams. The FCE is pivotal in leading pursuits that combine business strategies with complex commercial and technical constructs to bring value to the customer as well as Broadcom. The role requires commercial agility and creativity, whilst ensuring rigorous governance and controls.

• Increase the value of complex deals by ensuring senior customer stakeholders are fully engaged and aware of the value of Broadcom’s proposed software solutions.
• Creative shaping of commercial deal structures that maximize the revenue potential for Broadcom and demonstrate good financial value for our customers.
• Lead, create and position customer-facing proposals, ensuring they succinctly articulate the strategic alignment of our technical and business value to customer executives.
• Lead & orchestrate large, complex negotiations with customers.
• Ensure internal support for large deal structures by securing internal deal approvals from Broadcom’s executive management in APJ and globally.
• Accelerate Broadcom’s sales capability by uplifting our sales teams and generating repeatable initiatives and templates that can be scaled across our APJ teams.

• >15 years’ experience working as a Senior Commercial Executive with an embedded background in technology either within a large customer organization (or selling to large customer organizations at CXO level).
• Held or directly supported a CXO-level role in major global / regional organizations.
• Track record of leading large-scale transformational & strategic business cases.
• Strong awareness of customers’ executive-level strategic challenges and opportunities in technology transformation and operations, with an understanding of how infrastructure & cloud technologies play a role in achieving strategic success for customers.

This is a hands-on role, often requiring fast ideation and creation of deliverables in a dynamic and high-pressure environment. The right candidate will demonstrate their ability to move at pace to lead the generation of tangible deliverables, as well as a strong capability to collaborate with multiple internal and external stakeholders. Key competencies include:

• The ability to quickly digest data and creatively shape hypothesis deal shapes.
• Creativity in positioning numbers in a way that meets customers’ needs and drives compelling action both for customers and for Broadcom.
• A solid grasp of key financial metrics used by customers to validate the financial value of proposals (e.g. ROI / Payback / NPV / Cashflow / Amortization) and the ability to succinctly articulate that financial information to customers.
• Excellent Excel skills – Ability to produce clear models & charts that logically build upon deal data points, to roll-up into a concise summary of relevant metrics.

• The ability to credibly engage with senior customer executives (CIO / VP / CFO) and…