Field Commerce Executive (APJ)

Primary Objectives & Deliverables

• 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.

Experience

• More than 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.

Core Competencies

• Strong Numerical & Financial Skills: 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.
• Strong Personal and Written Presentation Skills: The ability to credibly engage with senior customer executives (CIO / VP / CFO) and position the value of Broadcom’s solution, proposal and business case. The ability to listen, receive feedback, take actions and flexibly pivot.
• Strong PowerPoint skills – The ability to generate high-impact, high-value proposal narratives and documents.

Other Core Competencies

• Solid Business Acumen - Appropriately balance creativity, entrepreneurship and risk-taking. Capable of creating, developing & challenging transformational business cases.
• Collaboration - Able to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes.
• Self-Motivation - Highly trusted individual with industry reputation who maintains and expects high standards for self and team. Ability to work under pressure.

Role Location & Coverage

• This role is based in Singapore. Initially the role will mainly focus on customer engagements across Broadcom’s Asia region, which includes Singapore, Malaysia, South Korea, Taiwan & Hong Kong.
• The successful candidate may also be required to cover customer engagements more broadly across the APJ region, including Middle East, Japan, India & Australia.
• This role will require some travel to ensure appropriate customer engagement.