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Job Description:
Field Commerce Executive
The Role:
Broadcom Software Group (BSG) is seeking a Senior Leader to work within its APJ Field Commerce Team. The team is responsible for shaping some of the largest and most complex deals in the industry ensuring customer success on their Digital Transformation.
We are extending the reach of the Field Commerce Executives Team, building on the success of the current Team in EMEA and North America who drive large & complex deals acting as core part of BSG. This role will compliment a small focused executive team providing insight and guidance during CXO conversations that are both credible and creative based on real life industry experience.
The key deliverable is to increase major deals by focusing on business value whilst building strategic relationships at CXO level within customers. In addition, the role is expected to help create, shape and evolve a commercial function to elevate the value and conversations BSG brings to organizations globally.
The Field Commerce Executive Team is pivotal in combining business strategies with complex commercial and technical constructs bringing value to the customer as well as BSG. The role will involve agility and flexibility from a commercial perspective whilst ensuring rigorous governance and control mechanisms.
The Field Commerce Executive will be charged with engaging at CXO level, presenting to boards where appropriate to help organisations understand the value and business benefit BSG brings.
The successful candidate will have greater than 10 years experience in developing and closing large deals as a senior leader directly working with CIOs, either on the customer side (financial services / manufacturing / public sector) or on the vendor side (enterprise software / cloud / managed services). The candidate will have an exceptional commercial and operational track record in India.
The person would demonstrate a deep understanding of the customer value chain and operations in India. The candidate would also have relationships with senior leaders in different organizations in the enterprise ecosystem in this region.
The Field Commerce Executive must demonstrate experience in delivering major transformation programs potentially inclusive of Operations, Outsourcing, Offshoring, and developing new commercial models.
Primary Objectives:
- Ensure an increase in value for delivery of complex deals by ensuring key CXO stakeholders are fully engaged and aware of the value of BSG.
- Support pipeline creation for major deals ($10m+) ensuring current and future targets are exceeded.
- Shape and build a commercial team with the other FCE (Field Commerce Execs) to ensure the capability scales and will deliver significant value.
- Create commercial structures focused on customer needs to enable strong growth supporting customer value in all deals.
- Support senior enterprise sales leads offering the customer perspective providing constructive feedback to help develop capability and understanding.
- Create and manage a programmatic capability including all relevant artefacts to help scale this capability.
- Establish and embed customer business case templates to assist in the execution and promotion of complex deals.
Experience
- Senior Commercial Executive with an embedded background in (or selling to) either Financial Services, Manufacturing or Public sector, that can operate at a CXO level in the India and the APAC region.
- Held or directly supported a CXO level role in major global / regional organisations.
- Led large scale transformational programs, launched new business platforms and driven cost reduction initiatives in major organizations.
- Strong commercial acumen capable of creating, developing and challenging transformational business cases.
Core Competencies
- Senior leader and highly motivated who takes initiative and drives through strategy to execution.
- Highly trusted individual with industry reputation who maintains and expects high standards for self and team.
- Solid business acumen which appropriately balances creativity, entrepreneurship and risk taking.
- Confident communicator, both written and oral.
- Strong control mechanisms combined with open communication style to ensure issues are highlighted, communicated, and resolved quickly.
- Able to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes.
- Fluent English language.
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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