The Broadcom Sales Programs Consultant directs investments and sales actions sponsored by Broadcom to drive Dell Server sales with Broadcom fibre channel..  The consultant will manage these investments on a global basis, working with each of the regional sales teams and local Broadcom teams. Investments include seeds, strategic deal funding, and other related investments that will drive sales cycles to Dell solutions using Broadcom components. 

This individual will develop Server programs and enablement for key Global Alliance Partners, including DXC, IBM, and others that have strong influence on fibre channel with their customers.  The individual will develop and execute training that will communicate the Dell PowerEdge value proposition, the Broadcom/Dell differentiated solution to Global Alliances partners.

The Broadcom Sales Programs Consultant will work across the Server Center of Competence (CoC) organization to define the targeted sales teams, communicate the sales strategy, provide enablement tools, and offer incentives to drive Dell Server sales performance. 

The primary measure of success will be the Dell return on investment to win Server sales with strategic customers who attach Fibre Channel products to their purchases.  The secondary measure will be the effectiveness of programs to drive attach rate of FC to Dell servers.

Key responsibilities include each of the following, focused on our Server portfolio:

• Formulate successful conversion strategy for large server opportunities and assist local team with implementation.  This may include utilizing executive relationships to open doors with new customers.

• Manage global budget for bid bucket and seed funding, providing visibility and analysis to Dell and Broadcom executive teams

• Set success metrics and drives attainment against leading indicators and performance metrics for key High Value Server initiatives, bid bucket and seeds utilization, demonstration frequency and effectiveness, sales activity, pipeline development, revenue and margin.

• Within Global Alliances targets, determine most effective segment/vertical sales tools and drives usage to maximize sales productivity.  Tools include sales enablement, training, sales programs, marketing activities, and/or investments in demonstration capabilities to showcase Dell and Broadcom products.

• Drive enablement activities for Global Alliances, including Server Focus Week training and demand generation activities.

• Drive implementation of innovative pricing models for Global Alliances partners, including utility computing activities.

• Gather feedback on investment effectiveness through multiple channels, including direct customer interaction, and communicate to appropriate marketing and business leaders. 

Skills for success in this position include:

• 7+ years experience in Server, Networking, and/or Storage sales with established record of quota attainment or equivalent experience working with Sales teams in direct support of solution sales efforts.

• 2+ years experience developing sales programs for direct or channel sales teams.

• Preferred experience working with Global Alliances Partners to develop go-to-market plans, sales enablement, and sales initiatives.

• Experience creating and executing marketing plans, training and enablement plans, and/or driving sales teams to results.

• Experience developing business cases, creating reporting, and justifying investments using ROI analysis and other metrics.

• Working knowledge of the Dell Server portfolio and awareness of industry competitors and trends.

• Strong technical and business acumen.

• Bachelors degree